How Microsoft Dynamics 365 Customer Insights Eliminates Guesswork and Reliance on Institutional Knowledge, Empowering Asset Managers to Capitalize on Opportunities

Asset management firms depend on understanding their consultants, clients, and advisors. It’s not good enough anymore to know basic demographics; you need a deeper understanding to make intelligent, proactive decisions. The problem with gaining this level of understanding isn’t lack of data. There’s plenty of that under your roof and out in the world, but how do you wrangle it, analyze it and get the insights you need? Without that ability, your data is not very useful, and you risk missing opportunities and leaving business—or clients—open for your competitor to snap up.

Microsoft Dynamics 365 Customer Insights makes it easy to pull together data from anywhere—and put it to work fast

Earlier this year, we published a blog introducing Microsoft Dynamics 365 Customer Insights that provided six reasons companies should use it. We wanted to spread the word about this powerful tool for helping organizations better understand their prospects, clients, partners, and customers.

Customer Insights AM Screens

By gathering relevant data from all types of sources, putting all that data in one place, and analyzing it using Artificial Intelligence (AI), Customer Insights can provide insights that can’t be achieved by any human, regardless of the amount of tribal knowledge they might have. Armed with that knowledge, organizations can fine-tune marketing, sales, and service initiatives and activities, personalizing the process of engagement.

But how can Customer Insights help asset management firms?

An asset management use case for Dynamics 365 Customer Insights: Surfacing big tickets for next best action

Intermediaries must target certain wholesalers to ensure every opportunity or vulnerability is being addressed. One area of focus should be big tickets. The problem is that, while it’s easy to identify a big ticket coming from a data flow/pack and even the office it came from, you can’t find out much more about it than that.  

Most wholesalers must rely on their colleagues with tribal knowledge. That works—until that person leaves the firm. What you need is a tool that will give you the ability to determine:

  1. The source of the big ticket down to the specific advisor
  2. If it is a BUY or a SELL
  3. Whether the wholesaler has had any influence on that particular trade.

You do this by evaluating their relationships, examining their recent activities with advisors in that office, and so forth. Only then can you decide on the next best action. In this case, is it a SELL, indicating a change in strategy or risk of losing wallet share, or is it a BUY, where you thank them for their business and investigate possible complimentary strategies with other clients?

This is where Customer Insights comes into play. Consolidating data from all your sources—including your CRM—links them and applies AI and publicly available information to enhance that data. You’re then ready to drill down to gain insights to help you make the decision on that next action. This rich data, including wallet share, product types, and transactions over time, can be viewed by advisor or office. Customer Insights even pulls in data like public or life events based on holdings or financial accounts that could be impacting a particular holding or account.

What makes it even better is that Dynamics 365 Customer Insights doesn’t force you to replace your CRM or the tools you have in place for displaying or reporting on information.

No more missed opportunities

With Customer Insights, you no longer have to fear losing a veteran and the institutional knowledge they have in their heads. There’s no more guessing about what to do with information; you can quickly identify who you need to talk to, reducing the chance of a missed opportunity or a lost client.

Learn more about AKA’s Customer Insights for Asset Management firms. Then contact us about how we can show you this game-changing technology in action with a Proof of Concept engagement.

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Contributor: Tom Berger

With 20+ years of field experience, Tom Berger is Vice President of Financial Services for AKA Enterprise Solutions.

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