How Asset Managers Can Address Breakdowns in the Analytics Value Chain

Posted by Brian Keating on Fri, Aug 11, 2017

According to a recent study by Ignites Research, less that 20% of asset managers’ analytics teams’ time is spent on analytics, and only 63% of firms can turn the resulting analyses into opportunities or wins. Compared to other industries, asset managers are behind the curve in using analytics for sales and marketing enablement, but similar issues have persisted in other, more analytically mature sales organizations. Sales teams and marketers at asset management companies use investment analytic teams to support their decision-making, so when the sales and marketing analytics they receive don’t deliver the value they expect from other analytics teams, they’re less likely to tolerate it.


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Stem the Tide: How Financial Services Firms Can Predict and Prevent Churn

Posted by Yogesh Sharma on Fri, Jul 07, 2017

For financial services firms, acquiring new customers is more costly than retaining them. Therefore, retaining existing customers is one of the biggest challenges. Customer churn is everywhere. In unsecured lending, customers cancel credit cards or personal loans, or there’s silent attrition in the form of a slow decrease in customer card spend. In secured lending, mortgages face churn in the form of a loan transfer to other lenders, partial or full payment of loans and loan closure. Customers also can close their bank accounts, resulting in the loss of potentially cheap sources of funds, or they cancel their life or general insurance policies, resulting in the loss of potential future premiums.


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For Financial Services Firms, Analytics Success Starts With the Sales Force, Not Customers

Posted by Jason Brown on Mon, Jul 18, 2016


Open your mailbox at home and you’ll likely find a barrage of credit card offers, mortgage pitches and other marketing promotions—evidence of just how much financial services firms are applying data-based marketing these days. That’s primarily on the B-to-C side, however. Financial firms have had far less success using analytics on the B-to-B space, and they’re not alone. 


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Five Lessons From Pharma on Customer Centricity

Posted by Jason Brown on Fri, Feb 19, 2016

My colleague John Sadlow posted a provocative opinion piece in the Financial Times/Ignites (registration required) last week in which he advocates for asset managers to take an integrated, multichannel approach to financial advisor communication. He pushes for this change in response to the increasing restrictions on advisor access, the shift to low-cost products (due, in part, to more aware, empowered end investors), and the advent of new and more granular data in the industry.


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Four Tips to Help Sales and Service Departments Become More Data-Driven

Posted by Jason Brown on Mon, Nov 30, 2015

Data and analytics are becoming more and more baked into how many companies conduct business, but in some industries, making the switch to a data-driven business model remains more of a dream than a reality. 

My colleague Arun Shastri and I recently wrote an article for Best’s Review in which we take stock of the insurance industry’s progress with analytic applications. One of our conclusions is that, while there are many strong examples of analytics-led innovations in areas like underwriting and claims, there are far fewer examples in personnel-intensive areas like distribution and customer service.


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