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The Use of Sales Enablement Technologies by Asset ManagersFebruary 2019

[REPORT EXCERPT]

© 2019. SS&C Technologies. Confidential

Executive Overview03

Table of Contents

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Technologies Expecting the Largest Growth 14

19The Current State Next Up

Technologies with High Adoption Rates

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(excerpted sections)

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Executive OverviewIn recent years, asset managers have invested heavily in sales enablement technologies. In addition to upgrading their customer relationship management platforms and modernizing the use of analytics, they’ve added technologies to provide online training, host virtual meetings, provide remote service and more. But realizing efficiency and effectiveness from sales enablement solutions has been a challenge, particularly from content automation, lead scoring and chatbot solutions.

This report provides a snapshot of investments industry leaders have made, and what their plans are. A companion report will include recommendations for best practices to further optimize the organization using sales enablement technologies and gain the benefits these technologies promise.

DST RAC survey of Asset Manager Sales Managers, 2019 [n=20]

Key InsightsWho makes decisions about sales enablement technology?

What resources are typically allocated?

Which technologies have been most widely adopted?

Which technologies will see the biggest growth in 2019?Budget (% of sales budget)

Staffing (# of FTEs)

Technology (# of solutions)

A cross-functional team

A sales enablement expert/team

Sales management

• Content Automation• Lead Scoring• Sales Automation • Automated Schedulers

CRM (100% adoption)

BI Dashboards / BI Reporting (80% adoption)

Training & Coaching (80% adoption)

Virtual/Remote Meetings (70% adoption)

10%

75-6

50% 25% 25%

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Who makes decisions about sales enablement technologies, what does staffing look like, what types of sales enablement technologies are being used and by what share of asset managers?

The Current State

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2019 will be a growth year for sales enablement technology CRM platforms, BI, training/coaching and virtual/remote meeting solutions have been widely adopted. By the end of this year, these four technologies will be used by nearly all asset managers, while content automation, lead scoring, automated schedulers and sales automation technology will begin to see stronger adoption.

Used now (seeing benefits) Used now (not seeing benefits) Will be used in 2019 Not being used

DST RAC survey of Asset Manager Sales Managers, 2019 [n=20]

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Training & Coaching SolutionsAllego is the clear platform of choice among asset managers for providing training and coaching

Allego will continue to lead training and coaching vendors in the asset manager space through 2019, slightly growing its already dominant market share in the industry.

94% of asset managers using training and coaching technology say they get value from it.

Used now (seeing benefits)

Used now (not seeing benefits)

Will be used in 2019

DST RAC survey of Asset Manager Sales Managers, 2019 [n=20]

(Brainshark, Microsoft Stream)

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More Information

SS&C’s The Use of Sales Enablement Technologies by Asset Mangers report series details sales enablement technology investments and benefits, and provides a blueprint to asset and wealth management firms who want to take sales and marketing efforts to next level. The series also includes two case studies of asset managers who have implemented sales enablement technologies with positive outcomes. Click here to purchase/access the full report overview or contact Eran Fabian, efabian@dstsystems.com for more information.

For more information about the Allego modern sales learning platform mentioned in this report visit allego.com.

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