Wealth Dynamix were invited to contribute to the second Swiss WealthTech Landscape Report published in December 2021. The report aims to cover the wide spectrum of technologies available in the Swiss Market.
This is an abridged version of our featured article in which we explore 5 reasons why Swiss Banks Should Make Client Lifecycle Management their SaaS of Choice. This article covers 3 of the 5 reasons – To read the full extract please visit our website.
In 2019, the Swiss Banking Association did something unprecedented. It advised banks to embrace Cloud technology. This was head-turning for several reasons. A shift in culture, a prioritisation on tech … and most of all, an end to the 1960s “outside the country, outside control” regulatory mindset which held the banking nation back in recent years. With the cloud-based cat out of the bag, Swiss banking strategists will no doubt be scrambling to install the latest Software-as-a-Service (SaaS) products. But they are missing a trick. Because at this history-making moment, it pays to stop and consider all the options. Client Lifecycle Management (CLM) platforms, delivered via SaaS are surely the only way to get the best of the cloud and the best of customer service in one move. For a nation that prides itself on unparalleled security and customer service, what could be more important?
Here’s three ways Swiss banks can re-assert their banking dominance using SaaS CLM solutions.
While SaaS could be described largely as a modern equivalent to existing legacy technology, CLM offers so much more. In particular, one of the most valuable things which CLM provides is unprecedented levels of data-driven customer insights. With CLM, wealth managers know their clients like never before.
Of course, this is music to the ears of product builders, client service, compliance departments, marketing teams and more. It means that products can be improved and amended based on facts, not speculation. And so, CLM opens the door to a world of highly-relevant product and service innovations which will stand some banks apart from their competitors. It also means that there is less need for expensive marketing research agencies, who inevitably would provide less relevant data anyway.
When it comes to understanding clients, CLM has the potential to offer significant savings and unimaginable profits. Of course, it also means that bankers can bring products to customers with much more accuracy. Offering the right thing at the right time has never been so easy.
The vast majority of wealth managers have not fully updated their legacy technology. And it makes the waiting times for processes and new products agonising.
“For example, just 2% of banks in the UK – a famously tech-forward financial hub – can offer a new product online in less than one month. ”
The overwhelming majority take between six and twelve months, meaning they miss out on first-to-market perks. In Switzerland, even with the impeccable organisation of bankers, it’s likely to take even longer as the regulations have been slower to allow Cloud-based innovations.
Straight-through-processing means products and decisions can be implemented quickly. Without waiting around or bumbling along, innovations hit the shelf fast with plug and play SaaS technology. CLM takes it one step further. By focusing on the client so intensely, CLM makes it easier for the clients to notice, find and navigate new products effortlessly.
Of course, another clear advantage of increased agility and efficiency will be the reduced carbon emissions. This plays well into what clients are looking for and can help gain a nod of approval from regulators or watchdogs too.
Legacy technology severely affects the profitability of banks. The issue is so prevalent, it’s been dubbed the “technical debt”. Spending unbelievable sums on maintenance is just the beginning. Where the banks have suffered even more is in glacially slow implementation, near-zero agility and processes which are rife with work-arounds, manual processes, and friction. What’s more, the missed opportunity cost of launching new products with a seamless online experience is eye-wateringly painful.
Much like an agile FinTech, SaaS CLM platforms undo the technical debt, by providing the best online customer experience with as little human interference as possible. Targeting potential customers, onboarding them, using algorithms to provide them with highly-relevant products and retaining them is done for the banks. And it’s completed at scale. So, significantly more customers can get the most cutting-edge service, at any time of day, without burdening human bankers or wasting their time.
This is where CLM really presents itself as superior. Putting the client at the very centre of the technology, the platform strategically focuses on gathering and retaining as many customers as possible.
The regulatory side should be taken care of too, by the CLM provider. The only time a banker may need to intervene is in a complicated case, where their expertise and experience is better suited than a machine. The CLM platform will flag up special cases on an easy-to-use dashboard, with all the data and information needed to make the decision.
Being a little late to the Cloud party gives Swiss wealth managers a surprising advantage. Firstly, they have the benefit of hindsight, and can learn from the journeys of others. And secondly, as the range of service options to implement has increased, and they can select the crème de la crème of what’s available.
Now is the time for Swiss wealth managers to ask themselves what their service is about. Is it about merely updating the old way of doing things? Or is about providing world-leading exceptional service for clients? The type of SaaS model they opt for will reveal a lot about their priorities.
This is an extract of the Wealth Dynamix article “Why Swiss Banks Should Make Client Lifecycle Management their SaaS of Choice” from The Swiss WealthTech Landscape Report 2021. It’s a must-read for any Chief Operations Officer, Chief Technology Officer, Chief Customer Officer, Head of Client Service, Head of Relationship Management, or Head of CRM/Onboarding/KYC. Download your copy now to understand how CLM platforms delivered as SaaS gives Switzerland a unique opportunity to surge ahead, offering superior services at a fraction of the cost. Accelerating revenues and exceptional customer satisfaction could be effortlessly within reach.
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An accomplished, results-driven sales and marketing professional, Gabriel has held sales and marketing leadership positions in Singapore and China at some of the world’s most successful and respected global technology enterprises.
During more than 20 years spent at IBM, Sun Microsystems and Microsoft, Gabriel developed and implemented sales and channel strategies to support strategic business objectives.
His specialism is growing and extending sales territories to grow revenues and increase market share.
Travis combines 15 years of software delivery, business modelling and leadership experience with a passion for transforming business needs into effective digital solutions. Before joining Wealth Dynamix in March 2018, Travis led Operations for Nikon – a role which incorporated CRM product ownership responsibility and initiated over 10 years of MS Dynamics experience, from 2011 to Dynamics 365.
Since joining the Wealth Dynamix team, Travis has been instrumental in designing and delivering some of our most strategic WDX1 projects. Leading the consulting team for WDX1, he is responsible for their recruitment and development. The team’s complex remit supports a fundamental aim – to ensure Wealth Dynamix delivers the best client experience. Travis is also responsible for ensuring the WDX1 product is designed and evolved in the most adaptable way possible to drive adoption across our client base, existing and future.
An experienced, tenacious marketer, Jo joined the Wealth Dynamix team in 2021 as Head of Marketing and quickly rose to the position of Chief Marketing Officer. A Brand and Marketing specialist with a proven track record in BRB and B2C communications, Jo combines a customer-centred approach with strategic thinking.
Having held senior Marketing positions in numerous FTSE 100 businesses, including Asda Stores Ltd, The Co-operative Retail Group, plus financial services brands MBNA, OneFamily, TransUnion, The Co-operative Group, she possesses a wealth of experience in the fields of finance and technology.
Jo is passionate about activating the Wealth Dynamix brand across every channel, taking a holistic marketing approach to drive consistency, salience and thought-leadership activity.
Agustin joined Wealth Dynamix over six years ago bringing a wealth of experience in change management.
Having experienced first-hand the challenges of managing clients through change, Agu now brings that expertise to Wealth Management firms looking to leverage technology in order to help them connect more effectively with their clients.
Agu has a deep technical knowledge of our solutions that allows him to deliver our products effectively, unlocking the full potential of every feature.
As our Head of Strategic Client Relationships, Agu’s specialist expertise supports firms to become more efficient, transparent and dependable using our CLM solutions.
Juan has over 20 years’ experience developing and implementing CRM solutions and has spent the last 10 focusing primarily on the Client Lifecycle Management (CLM) in the Wealth Management industry.
Currently Head of Development, Juan is responsible on overseeing the technical direction of the product.
Before joining Wealth Dynamix, Juan has worked for Barclays, Fujitsu and Ciber delivering large scale CRM projects in the financial services industry.
Juan has a first degree in Telecommunication Engineering from Universidad Blas Pascal and a MSc in Business Information Technology from London South Bank University.
An internationally experienced change management professional, Ben is responsible for overseeing projects both internally, and for clients.
In a career spanning more than 20 years in global banking, finance and management consulting, Ben has led strategy formulation, project planning, change management adoption, business networking consultation and transformational change projects at Fortis Investments, Barclays Wealth and Investment Management and Verisure Securitas Direct. Since beginning his career at Deloitte, Ben has also amassed a wealth of experience working on complex CRM system implementations, and is a PROSCI-certified Change Practitioner and a Certified Scrum Master (Scrum Alliance).
When David joined Wealth Dynamix in 2015 he brought with him a vast amount of experience delivering large-scale Microsoft Dynamics CRM projects. As a Senior Business Analyst at Royal Bank of Scotland David managed deployments with more than 2000 users, for both Business and Commercial Banking, as well as working on key AML initiatives for RBS International. In his current role at Wealth Dynamix David supports the growth and strategic direction of client implementations in Europe. Wealth Dynamix leverages David’s product expertise to shape the product roadmap and ensure that the firm delivers solutions with the right capabilities, that will be enthusiastically adopted, by all customers.
Prior to his involvement in the wealth management sector, David worked as a waste management contracts manager, working with Multi Services Kent to ensure effective waste clearance and re-use at the 2012 London Olympics.
Since joining Wealth Dynamix in 2019, Cédric has worked closely with clients to ensure that the WDX and CLMi solutions are deployed efficiently and effectively.
In a career spanning more than 25 years, Cédric has become an accomplished business and global project management leader covering both technology and financial markets sectors. Having held various roles in private banking (front, middle and back office) and brokerages, in both functional and technical roles, Cédric has led many projects including client onboarding implementations and KYC reviews, regulatory compliance projects (including PSD2, MIFID2/PRIIPS, GDPR, CRS, Rubik) and digital transformation projects (online and mobile design and implementation).
Cédric has vast experience building and managing international project teams, having created three offshore teams in Tunisia and India, managed a 70-employee company as Deputy CEO and a startup Fintech founded to create smartphone apps.
As Director of Pre-Sales, Johnny is responsible for maintaining the firm’s pre-sales policies, methodologies and resourcing. He is also leads some of WDX’s largest pre-sales analysis exercises, conducted for a wider variety of financial services firms spanning multiple jurisdictions.
Continual engagement with existing and prospective clients helps to inform the WDX1 product strategy, roadmap and pricing.
Johnny has spent his whole career in financial technology in various consultancy and
pre-sales roles. His expertise covers the full stack of systems required by leading Private Banks and Wealth Managers, encompassing core banking solutions, portfolio management solutions, Client Lifecycle Management (CLM) solutions and more.
William’s commercial expertise in connecting technology to solve wealth management business challenges was borne out of his early career as a stockbroker, followed by a variety of Client Relationship Management and Sales roles in asset management and banking.
Having experienced first-hand the challenges of doing the job, William recognises that an unwavering focus on client service is required to build progressive and mutually beneficial partnerships in FOR the longer term. Having gained further experience working for financial technology service providers including Calastone and Contemi, he has the specialist expertise needed to identify how to leverage technology to help wealth managers connect more effectively with their clients, and become more efficient, transparent and dependable.
In addition to his role as Commercial Director at Wealth Dynamix, responsible for new business development in the UK, US and Middle East, William sits on the board of the Securities Investment Management Association (SIMA) where he is actively involved in exploring industry trends and challenges.
An experienced and accomplished specialist in CRM technology and wealth management, Dominic is responsible for defining and leading the product roadmap for Client Lifecycle Management (CLM) solutions at Wealth Dynamix. Experienced in SaaS strategy definition, Dominic formulated the development and launch plan for the firm’s cloud-based CLMi solution.
Prior to joining Wealth Dynamix in 2014, Dominic held senior positions in both RBS and Barclays Wealth and Investment Management, where he was responsible for leading enterprise-scale CRM implementation projects.
With more than 15 years wealth management and WealthTech experience he has vast expertise and insights into best practice CRM and CLM execution.
François joined Wealth Dynamix in 2020 to grow the company’s presence in France and further extend business operations across Europe and has since been designated Chief Revenue Officer, a member of the board.
Having closed several flagship deals for the company across Europe and Switzerland, today his role encompasses responsibility for new and existing revenues, recruiting, structuring and managing the sales team, plus owning the business forecast and reseller channels.
Previously, François served as Chief Sales and Marketing Officer, Executive Committee member and investor at DreamQuark, an Artificial Intelligence software startup. At DreamQuark, he secured the firm’s first recurring revenues with Tier-1 banks and insurance companies, won the Fintech of the Year award and enabled A and B level fundraising. Before that François spent almost 10 years at Nokia Networks, leading European Sales for Analytics Software.
François has an MBA awarded by INSEAD and an engineering degree from the École Centrale de Nantes.
Currently Chief Operating Officer and Board Member at Wealth Dynamix, Natalie is responsible for the strategic direction of operations across the business. A wealth and investment management industry expert, with more than 25 years experience delivering large-scale technology projects, Natalie plays a pivotal role in ensuring the efficient running of the firm and meeting key business goals.
Prior to joining Wealth Dynamix in 2019, Natalie was Head of Technology at Bridgepoint Advisers, a UK-based private equity investment firm. She joined Bridgepoint following an 18-year tenure at Quilter Cheviot, where she was Head of Technology responsible for Operations and execution of the firm’s business plan.
A wealth and investment management industry expert, Brent has more than 25 years of experience in developing front to back software solutions that address sector-specific operational and compliance challenges.
Prior to co-founding Wealth Dynamix in 2012, he was a Director at Third Financial Software, where he drove product development.
Previously, he led business development and product strategy for the wealth management division of Financial Objects.
Brent spent 13 years at DST (now SS&C) until 2007, where he was Associate Director responsible for the global product strategy of institutional front office and wealth management solutions.
He graduated from Downing College, Cambridge, with an honours degree in Geography.
With a lifetime career in wealth management, beginning in front office sales more than 25 years ago, Gary is recognised as a highly successful, award-winning executive and serial entrepreneur.
Currently CEO at Wealth Dynamix, one of Europe’s fastest growing WealthTech firms which he founded in 2012, Gary has pioneered a new approach to Client Lifecycle Management (CLM) and built solutions suited to both enterprise-scale and mid-size financial institutions.
In his early career Gary excelled in a wide variety of FinTech sales management and executive roles in the UK, Switzerland and France.
Following his tenure as Managing Director at Financial Objects, which saw revenues grow by more than 300% on his watch, Gary founded and subsequently exited from Third Financial Software after it became a leading front office technology provider.