Recognise the correlation between technology, costs and revenues to increase profitability

Every year, Wealth Dynamix CEO Gary Linieres asks the leadership team to reflect on the 12 months and share their number one piece of advice for wealth managers looking to gain an edge in the year ahead through their service offering. The post below is the response from Natalie Levine, Chief Technology Officer.

As focus shifts from business continuity to revenue growth wealth managers cannot delay digitising business-critical functions.

Entering 2020 wealth managers’ digital transformation efforts were progressing at wildly differing rates. At best, some had moved to cloud-based infrastructure and were putting plans in place to automate onboarding. At worst, many were struggling to keep pace with technological change amid the heavy burden of regulatory change and economic uncertainty.

Meanwhile, challenger firms – unencumbered by monolithic legacy systems that are costly, risky and difficult to integrate with anything – were stealing a march. By providing the kind of digital access and hyper-personalised service needed to secure AUM in the future, as the much anticipated great wealth transfer of $30 trillion in wealth from baby boomers to Millennials and Gen-X’ers kicks into action, they were already ahead of the game compared with longer established firms.

Beyond business continuity – what comes next?

Covid-19 has had a profound impact on technology adoption in wealth management. Business thinking switched from revenue growth to business continuity overnight. As firms reviewed their continuity plans, this is what they learned:

  • To safeguard profitability in times of crisis operating costs must be kept to a minimum.
  • The need for agility has never been greater, now and in the future, to adapt quickly to changes in business strategy and socio-economic conditions, quickly and cost-effectively.
  • Keeping connected with colleagues and clients, in a timely and relevant manner, is the key to client acquisition, retention and AUM growth.

How can wealth managers leverage this experience, to grow revenues in 2021 and beyond?

The pandemic forced digital transformation on an unprecedented scale in a very short period of time. While technology adoption has been advised by industry experts for many years it has taken a pandemic to get the technology message across, in an industry previously considered impermeable due to its reliance on face-to-face, personal interactions. 

“Wealth managers are now returning attention to revenue growth and accelerating plans to support advisors with technology that will enable more effective engagement with existing and prospective clients.

In 2021, those who fail to digitise, unlock the power of client data, operate an agile technology infrastructure and keep pace with compliance updates will need to return to their business continuity plan sooner than expected and fail to meet growth goals. To be successful wealth managers must:

  • Eliminate onerous and costly manual processes, once and for all. By automating routine administrative processes across the client lifecycle and improving workflows between teams and departments, unnecessary costs are eliminated and resources can be directed towards client acquisition and retention.

The inefficiency of onboarding continues to be the source of most complaints from clients and advisors. By digitising onboarding and compliance processes, integrating best-in-class due diligence solutions such as e-Signature capture and verification, and capturing data once and re-using it throughout the end-to-end client journey, the entire function becomes more agile and less costly.

  • Further upgrade legacy systems and optimise operating models. No wealth manager can afford to be bound by historical decisions. From a technology perspective open APIs are the pre-requisite for quick and seamless integration with legacy systems. SaaS solutions are an option worth considering, especially for wealth managers with straightforward requirements who are keen to adopt out-of-the-box rather than customise new solutions. These wealth managers want to deploy rapidly with minimal effort, are looking for the ability to toggle functionality on and off as required and may want to be able to scale capacity up or down quickly.
  • Go beyond simply communicating and collaborating digitally. Clients now expect online collaboration to remain an option moving forwards. They are more concerned about the specific relevance and timely delivery of communications than their frequency. Wealth managers must get to grips with AI and advanced analytics so that data can be interrogated to provide intelligent, data-driven triggers that help advisors know what to communicate, when and how. AI will unlock your ability to deliver hyper-personalised communications to prospects, as well as clients, to increase engagement throughout the sales cycle.
  • Keep pace with compliance. Any mid-Covid reprieve in compliance requirements is only temporary. Regulators are already reverting to pre-Covid compliance requirements, as evidenced by a recent FCA statement on call recording. More new and updated regulation is anticipated, especially with many staff shifting permanently to remote working. As the volume and complexity of compliance rises wealth managers must build compliance into digital processes, to ensure that due diligence is conducted as required, and to make it as seamless and fast as possible.

Without doubt, 2020 was a tipping point for technology adoption in wealth management. Far from viewing it solely from an operational standpoint, executives now realise that technology – not only people – is pivotal in the race to gain revenues… and at long last the value in taking further technological steps forward to ensure revenue growth is now recognised.

This post is an extract from the e-book ‘5 ways wealth managers can get ahead in 2021’. Download the full e-book below.

Share

social media button

Find me on LinkedIn

READ OUR INSIGHTS

Building an Effective Business Case for WealthTech CLM

29 June 2022

Building an Effective Business Case for WealthTech CLM

Writing a business case for improved efficiency, profitability, and growth? Discover key insights from the Altfi webinar on 'Building an Effective Business Case for WealthTech CLM'.

5 min. read

WealthTech Matters – The Adviser: How to innovate and adapt in a time of rapid change

16 June 2022

WealthTech Matters – The Adviser: How to innovate and adapt in a time of rapid change

The recent WealthTech Matters event at The Aon Centre in London’s iconic Leadenhall Building couldn’t be more relevant for firms seeking to improve their processes, client experience and profitability through technology.

5 min. read

Risk Management in the Client Digital Lifecycle Experience: Helping to Make Sanctions Work

13 June 2022

Risk Management in the Client Digital Lifecycle Experience: Helping to Make Sanctions Work

The intent within the sanctions program has introduced for the first time the type of targeting of individuals and entities that draws on big data, relational science, and artificial intelligence.

5 min. read

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.

GET THE BROCHURE
Client Onboarding