Financial Technologist interview with Wealth Dynamix

In March, 2020 Wealth Dynamix, a global leader in Client Lifecycle Management (CLM) solutions, were delighted to learn of its appearance on the The Financial Technologist ‘Most Influential Financial Technology Companies 2020’ list.

Selected by a panel of judges from EY, Baringa, Coremont, Lloyds Banking Group, Alpha FMC, CRUXY & Company and The Realization Group, the 187 firms were chosen for their potential to make a major impact on the FinTech industry in the year ahead.

Below is an interview with Lucy Heavens, Head of Marketing at Wealth Dynamix from the published report. The full list of technology firms can be downloaded here.

Why do you think Wealth Dynamix has been shortlisted in this year’s list by the judges?

Wealth Dynamix is an innovative, forward-looking business and we are uniquely positioned to address the specific challenges that wealth managers face as they navigate through the client lifecycle.

We have more than 125 domain experts with decades of wealth management and financial technology experience. Their combined expertise has influenced the industry’s evolution from the use of standard Customer Relationship Management (CRM) tools towards adoption of end-to-end Client Lifecycle Management (CLM) platforms. We recognised the need for a solution custom-built for wealth managers, which accelerates and strengthens every aspect of the client lifecycle, from acquisition and engagement to digital onboarding, ongoing relationship management and client servicing. Most solutions in this space are focused around onboarding and are not sector specific; Wealth Dynamix offers a complete, end-to-end solution that spans the entire wealth management client lifecycle.

Vast increases in regulatory compliance requirements have also added huge complexity for wealth managers. Many have struggled to meet regulatory obligations without negatively impacting the client experience. This is something we at Wealth Dynamix are especially proud of – the ability of our WDX1 CLM platform to ensure regulatory compliance throughout the client lifecycle, while at the same time delivering a frictionless and personalised experience.

What was your highlight of 2019 as a company?

Growth. In fact, 2019 marked the seventh consecutive year of growth for Wealth Dynamix in several key areas, which has put us in a great place to win business and solidify our position as global CLM market leader in 2020.

Client servicing is as important for us as it is for our clients. We are already present in London and New York and we opened new offices in Switzerland and Singapore last year. Being closer to our wealth management clients in these regions has significantly improved our service offering.

We were first to market with a genuine CLM platform that combines prospect management, client onboarding and ongoing client servicing in a single solution, which integrates with existing systems and is built on market-leading Microsoft Dynamics 365. The market has responded well, and our client base has grown, now spanning the entire spectrum of wealth management firms from global tier one banks down. We have also grown our partner ecosystem to make it easier for clients to implement WDX1 and integrate it with their pre-existing infrastructure and data sources, from core banking through to financial planning systems.

What does 2020 hold in store for the business?

More growth! Our collaborations with industry-leading technology and consulting firms like Microsoft and Synpulse are now established, and through 2020 these alliances will undoubtedly fuel growth in clients across the globe, especially in the tier one sector. Our Singapore-based Innovation Centre is also working to enrich WDX1 with AI and other transformational technologies that support client self-servicing and equip advisors to optimise client engagement.

Where do you see the key trends for the year ahead?

First of all, there will be a shift towards improving the advisor experience as well as the client experience. In the last few years a lot of time, energy and investment was focused on front-end technologies designed to improve client experience, like client portals, mobile apps and robo-advisory, but it’s now clear that clients feel best-supported by a hybrid service offering. Yes, they want access to a digital investment platform and easy access to portfolio information and valuations, but they also value the personal service provided by advisors who understand their investment goals, monitor markets and political events continuously and can make personal recommendations in real time. To make this possible WDX1 provides tools that minimise administration for advisors, deliver more insightful information about client preferences and make it easier to match products and services to individuals.

Second, data will become a differentiator. Masses of client data is collected during the prospecting and onboarding phases of a client relationship. Sadly, for many wealth managers, this data creates a lot of noise but little value, as it is held in disparate siloes and can’t be analysed in a meaningful, holistic way. Today, it is entirely possible to transform this noise into signals by integrating disparate systems across the entire client lifecycle, automatically syncing this data and using it to generate actionable insights, which help advisors to improve the quality and timeliness of investment recommendations.

Third, wealth managers will begin to address the entire client lifecycle, not only onboarding. Many wealth managers have had their heads buried in the onboarding sand in recent years, investing heavily at the expense of other phases in the cycle, leading to inconsistent client experience. In 2020 these firms will look beyond onboarding. To optimise client experience they must assess every touchpoint to ensure that they are delivering a frictionless experience that is relevant, compliant and lucrative for all involved.

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Wealth Dynamix delivers Client Lifecycle Management solutions to the world’s leading private banks and wealth and asset management firms.

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Gabriel Chan

Head of Sales – APAC

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 Morgans

Head of Consultants

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.  

Joanne Donoghue

Chief Marketing Officer

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.

About – Agustin Collazo

Head of Strategic Client Relationships

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 Stoppa

Head of Development

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.

Ben Altmira

Director of Operations & Change

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).

David Backx

Director of Pre-sales and Implementations

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.

Cedric Neuville

Director of Pre-sales and Consulting Europe

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.

Johnny Beloe

Director of Pre-Sales

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 Rouse

Commercial Director UK MEA

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.

Dominic Snell

Chief Product Officer

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.

Francois De Lescure

Chief Revenue Officer

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.

Natalie Levine

Chief Operating Officer

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.

Brent Randall

Co-founder and CFO

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.

Gary Linieres

Co-founder and CEO

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.

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