What are the key industry trends that we’re tracking, viewed through the lens of industry assets and flows? In this session, we’ll share unique data and insights from Broadridge’s unparalleled distribution dataset on AUM and flows by channel, product category, and strategy.

Best For: Marketing Leadership; Sales Leadership; Enablement Leadership Open to All

As MarTech stacks continue to grow in importance, so does their ultimate value: delivering a 360 view of the client. Yet getting alignment and sponsorship for these 360 view initiatives present their own challenges. How do we frame the value proposition in a way that avoids it sounding like “just another platform”? In this session we’ll explore the lessons learned on the journey.

Best For: Exec Management; Business Leaders; Enablement Open to All

Last year, distribution enablement changed overnight as the industry went virtual. A recent McKinsey study found that asset managers with the strongest digital and remote capabilities pre-Covid saw, on average, a 12% increase in gross sales in 2020, while their more traditional, field-centric counterparts saw a decline of 2%. Moving forward, MarketBridge has found the #1 enablement priority of market leaders is to better leverage their existing technology tools and data and analytics investments to drive the digital enablement of their go-to-market model. We believe this starts with the radical alignment of sales and marketing to create shared objectives around revenue growth, seller productivity and data-driven engagement. In this session, we will present our recent survey results as Financial Advisors navigate the post-COVID landscape, face new needs and expectations, and engage with Asset Management firms differently than before. We will connect these insights to strategic distribution imperatives that sales and marketing teams need to make in the coming year. In addition, we will share our Maturity Model for Distribution Enablement allowing you to benchmark your maturity level and identify potential gaps (from technology, messaging, content and channel alignment). 

Attend the session for: 

1. Insights from Financial Advisor on their expectations from Asset Management providers (based on 2021 survey results)
2. Our Maturity Model for Distribution Enablement
3. A Strategic approach to drive a superior advisor experience, improve seller productivity, and ultimately to gain competitive advantage in a challenging market environment.
 

 

Best For: Internal Sales Desk Leadership; Field Sales Leadership; Enablement; Training and User Adoption Open to All

The pandemic has highlighted what was already beginning to surface before. Internal Sales personnel are amongst the most effective sales personnel. A combination of technology, information, and business processes are being combined to deliver improved results that hybrids and external field sales personnel should already be using as well. It’s become cliché to say your external sellers are now just internal sellers. But is it true? And will the end of the pandemic mean that field sales will return to their old status quo? In this fast moving session Steve will explore what’s changed, what’s stayed the same, and what you need to do about it using a framework approach that is proving to be powerful.

Open to all SME Forum Members and Guests

Join Huron for some CRM insights and whole lot of fun at the SME Forum conference social. Register by April 19th to receive your custom drink kit to shake, stir and enjoy a cocktail during happy hour.

Bring your appetite for innovation and we will bring the cocktails and mixologist.

 

Best For: Sales and Distribution Management; Sales Ops; Distribution Enablement; All levels of Reporting & Analytics; Training and User Adoption Open to All

The role and importance of the inside sales professional has changed exponentially over the last 12 months. Companies who drive more, higher quality engagements by following up with the right advisor, with the right message at the right time, will come out on top. Join us for a panel discussion with sales managers from three financial firms to hear how they adapted to drive more engagement from the inside sales teams and externals turned internal.

 

Best For: Training and User Adoption; Product Managers; Sales Leadership; Marketing Leadership Open to All

Over the past year, behaviors toward and expectations of technology have changed. In many cases, the consumerization of workplace technology has advanced significantly. Has the pandemic experience driven improved user adoption of workplace tools? Have we reached a tipping point? Join us as we explore new and perhaps not so new techniques that have been used to help onboard and drive learning and adoption of tools for the sales organization.

Best For: Institutional Management; Sales Management; Marketing Management; Technology Leadership; Enablement Open to All


The SME Forum and Ignites Research have partnered numerous times over the years on surveys of the member companies to inform our collective intelligence and spark meaningful discussions. This is the latest such survey: it aims to better understand efforts at using data-driven approaches to sales and marketing on the Institutional side of the asset management business, with some comparisons to the Retail (or advisor-sold) side of the business. Much of this survey updates and continues the SME Forum/Ignites Research done in 2017 on the same subject.

Best For: Data Managers; Reporting & Analytics; Product Management; Sales Management; Marketing Management; Technology Leadership; Enablement Open to All

ETFs continue to gain in popularity as a passive, low-cost, high-performance investment vehicle. While being traded on the secondary market delivers accessibility to investors, it can result in loss of transparency with distribution data that is available with other products. In a climate where data is so important to your strategy, guess work is not acceptable. Learn from your peers on challenges and opportunities with using ETF data to inform their sales, marketing, and client service efforts.

 

 

Best For: Marketing Management; Sales Management; Investment Product Management; Enablement Open to All

Recent market conditions have accelerated moves to embrace digital distribution more readily. In a recent BCG survey, US Asset Management Distribution Leaders said they plan to double both the number of clients and sales using primarily digital capabilities- from 25% on average to 50%, some as high as 75%. For the majority of those distribution leaders, improving digital distribution capabilities is now a ‘top of house priority’. Borrowing from more advanced industries like media, technology and consumer goods, BCG has also been working with Asset Management clients using advanced data and analytics with high ROI results. For example, predicting redemptions with 90% accuracy and increasing internal teams gross sales volume by more than 40%. NextGen Digital Distribution is real, it's achievable and it’s more timely than ever. Join us to learn more about their journeys, how they are navigating these tectonic changes and what their early results are heralding for the future of the industry.