How Change Management Maximizes AI's Effectiveness

Posted by Daniel Galajda on Mon, Jun 24, 2019

Rubesh Jacobs co-wrote this blog post with Daniel Galajda. 

In our recent webinar on the human aspects of AI-augmented distribution, our panel of ZS experts discussed why implementing AI requires change management. To influence behavior, we need to shape experiences (what we sense and process), mindset (what we feel and the decisions we make) and behavior (what we do or don’t do).


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The Problems That Agile Marketing Will—and Won't—Solve

Posted by Shantanu Ballal on Tue, Jun 04, 2019

Bryan Kreher and Rubesh Jacobs co-wrote this blog post with Shantanu Ballal.

Over the past several weeks, we’ve had many discussions with asset managers about the challenges facing their distribution organizations and ways they need to adapt. In these discussions, we talk about how organizations need to start planning around the advisor to truly differentiate their products and services, and clients often bring up the agile marketing concept—that they’ve either recently rolled out agile marketing, are about to, or are seriously considering it. Unfortunately, many of these leaders view agile marketing as a panacea to solve their lack of advisor centricity. This is a mistake.


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Successful AI Implementation Requires Organizational Change and a Customer-First Approach

Posted by Daniel Galajda on Thu, May 30, 2019


When it comes to AI-augmented distribution, turning data on sales transactions, sales rep activity and marketing activity into actionable insights and next best actions is an area of investment for many asset managers and insurance firms.


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How AI-Augmented Distribution Helps Drive Business Results

Posted by Bryan Kreher on Tue, May 21, 2019

After our recent webinar, The Human Aspects of Implementing AI-Augmented Distribution, we’ve been getting a lot of questions around two very important topics:

  • What are the critical success factors to an AI augmented distribution program?
  • How extensive of a role does change management play in driving adoption among the sales force?

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Why Blaming Sales and Creating Marketing Territories Won't Fix Lead Management Issues

Posted by Rubesh Jacobs on Mon, Apr 29, 2019

It’s uncanny or coincidental that over the past month I’ve had numerous conversations about lead generation. One executive was lamenting that leads generated from his well-thought-out and slick campaigns were going unattended by the sales team. Another was inquiring about best practices to carve out a territory for marketing. Several deep discussions debating the right time to pass a lead to sales also come to mind. These questions are hinting at two operational issues:


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