How digitisation can help Asian wealth managers be more efficient in today’s competitive landscape

Asian wealth managers are facing more competition than ever—and a majority believe that dynamic is only going to increase in the years ahead. More than 90% of wealth managers expect this decade to be more competitive, with almost a third expecting the competitive landscape to become even more intense, according to a Wealth Dynamix and Hubbis survey[1]. 

Meantime, more than 80% of managers expect Asia’s private wealth accumulation to outstrip other regions in the decade ahead. KPMG forecasts the region will grow 39% by 2024, the fastest pace of any region globally[2]. With almost nine in 10 wealth managers expecting the market to grow rapidly, the size of the opportunity is huge. 

Yet Asia’s private banks and wealth management firms are not ready to seize that opportunity. Only 30% of respondents believe wealth managers in the region are on the right path to take advantage of these growth opportunities, with 55% saying there is considerable room for improvement and 11% stating that firms are lagging. 

Part of the issue is that many firms don’t know how to implement the change needed to become more competitive. For instance, fewer than one in five firms have a dedicated transformation management unit, according to Accenture[3] 

At the same time, Asian wealth management firms are seeing increased pressure on their profit margins, mirroring the experience of wealth managers worldwide whose margins have eroded continually since the global financial crisis. Between 2007 and 2016, pre-tax margins at global wealth managers fell from 33 basis points to 22.4 basis points, according to Boston Consulting Group[4]. 

With competition increasing and margins being squeezed, wealth managers must find new ways to drive efficiency gains and cost reductions without compromising on client service.  

Asian wealth managers face efficiency challenges

Efficiency, however, is not top of mind. Wealth managers in the region are focused almost entirely on top line growth rather than on the efficiency and performance of the firm and its relationship managers, according to Accenture5. Other research corroborates this view. Only 25% of Asian wealth managers rank improving operational efficiencies as a top strategic objective, according to a KPMG survey[6]. By contrast, 34% of firms are focused on improving service reliability, corporate resilience, and cyber security, as well as improving customer-centric strategies.

Accenture says there is one key issue hampering top line ambitions: relationship managers are already overstretched, and there is an insufficient pipeline of talent to meet growing demand for wealth management services. To meet wealth managers’ growth aspirations in the region, they would need to hire thousands of new relationship managers.

The growing regulatory burden in the region is also increasing compliance costs for wealth managers. That could be either through heightened risk (asking existing compliance staff to do more with the same level of resource, creating inefficiencies that results in regulatory failings and potential fines) or by expanding the compliance team (bumping up overheads).

Cumbersome manual processes are also a persistent drag on wealth managers’ ability to work more efficiently. Manual onboarding, for example, can add weeks to a process that potential clients now expect to be completed in a matter of days.

How technology can help firms become more efficient

Adopting client lifecycle management (CLM) technology can help firms tackle operational efficiency in a more holistic way because it can streamline processes at every stage of the client journey.

For example, digitising the onboarding process can expedite the time it takes to get new clients approved by automating data capture and due diligence checks such as know-your-customer (KYC) and anti-money laundering (AML) rules. A CLM platform can also enable various onboarding processes to occur in parallel instead of sequentially, such as performing and tracking multiple due-diligence checks at once. Introducing such efficiencies and acceleration in the client onboarding process provides an opportunity to cement a client introduction by providing an example of the seamless experience of future client management. Not only will that increase the win rates of client acquisition strategies, it can also increase the revenue growth from AUM due to a shorter elapsed time to onboard new clients.

An efficient onboarding process can also produce cost-saving opportunities for the firm. Digitisation of the process can reduce the amount of admin needed by as much as 80%. Data captured during this stage can also be reused throughout the client lifecycle, meaning customers and relationship managers won’t need to keep re-keying the same information during every interaction. This assurance of consistency of data across the platform reduces the need for rework due to human errors and strengthens compliance controls across the business.

Automating manual tasks and providing self-service options for certain activities (particularly when targeting younger cohorts of customers) can free up relationship managers to focus on providing a more personalised service to a bigger book of clients.

A wealth management focused CLM system can also help firms simplify their tech stacks. Instead of having to jump between different platforms to perform individual tasks, specialist CLM tech can bundle everything into one integrated platform. Not only does that make it more efficient to use, it can also save firms money by not having to invest in a patchwork of point solutions that also multiply IT running costs.

Not only can a CLM system streamline internal processes, it can also be used to ensure that time is spent effectively on essential tasks. With the use of big data and in-built rule-base logics, smart alerts and recommendations can be triggered to prompt users to the next most effective actions to take. For example, a sophisticated CLM system may trigger notifications to relationship managers when clients’ document expirations are due. CLM systems can also assist in effective pipeline management by highlighting specific clients based on client sentiments or business’ management goals. These system-triggered prompts can enable the business to be more efficient as users are directed immediately to clearer prioritisations and key insights.

Some wealth managers may find the thought of digitisation daunting due to the perception of a massive overhaul of infrastructure that requires significant upkeep. However, the growing availability of Software-as-a-Service (Saas) cloud-based CLM technology could serve as a solution to these concerns. SaaS can replace firms’ legacy on-premise systems that are expensive to maintain and upgrade. Transitioning to the cloud removes a whole layer of IT maintenance expense, while also ensuring systems are always up to date—improving security and making new products available to clients instantly.

It may be difficult to envision the associated benefits that can be obtained with a digital CLM platform. By using the benefit calculator as launched by Wealth Dynamics, the monetary gains of adopting these CLM technologies can be visualised in a simplified manner for businesses to make clear business cases based on their needs towards an appropriate pipeline for digitisation.

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Wealth Dynamix
Wealth Dynamix

Wealth Dynamix Team

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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