GMM 2015: Breakout Session

1. The Changing Distribution Model

2. Chris Riggio
Chief Revenue Officer, BrightScope, Inc.
Chris Riggio is Chief Revenue Officer at BrightScope, a leading provider of software and data
analytics to the world’s largest financial institutions. He is responsible for the client facing
engagement team made up professional sales executives, project management, marketing, data
solutions and client success representatives. As part of BrightScope’s Executive team, he is
tasked with accelerating the company’s growth given the industry demand for better data
transparency and visualization. Chris has over 20 years experience running Sales and Marketing
organizations in the FinTech industry.
Your Moderator

3. Your Panelists
Ryan Mullen
Senior Managing Director of National Sales, MFS Investment Management
Ryan has over 20 years experience and is the Head of Sales and National Accounts for the Investment Specialist
Group (ISG) at MFS Investment Management®. He is responsible for MFS’ distribution efforts for defined
contribution investments, managed accounts, ultra high net worth, and registered investment advisors
Ken Burd
VP Head of Retail Business Strategy and Internal Sales
Ken has been in the financial services industry since 1999. He leads the retail business strategy effort for Delaware and
oversees the internal sales desk. He currently manages a team of 2 desk managers 25 internal wholesalers and 1
business analyst. Ken is also currently enrolled in a doctoral program focusing on business strategy and crisis
communication.
Yaqub Ahmed
Head of Investment-Only Division-U.S., Franklin Templeton Investments
Mr. Ahmed has over 20 years of experience in financial services, with a focus on the corporate retirement markets.
He is responsible for Franklin Templeton's U.S. advisory defined contribution and variable annuity investment-only
business. Mr. Ahmed has been named as one of the “100 Most Influential” in the defined contribution industry by
InvestmentWires.com each year from 2008 through 2014.

4. How Can you Improve Team Efficiencies?
According to Lyons, different channels require different strengths
in order to be successful in sales. This is especially true for
wirehouses versus the independent space. Wirehouse prospects
have already had five people in talking to them this week and
they only can give you 45 seconds to make your sale, while an
independent might not have seen anyone for 2-3 weeks and can
give you 45 minutes, he explained.
Coverage Models

5. According to Industry Research, asset management
firms are moving away from organizing their
salesforce by channel.
How is your firm’s salesforce organized?
Source: http://wmtoday.com/2014/05/08/8-great-distribution-lessons-for-asset-managers/
Channel within a Channel

6. Delivery of Sales Insights & Metrics
What are some ways asset
management firms can increase
profitability?
The biggest challenge in the asset management side of
the business is aligning your compensation structure
with the firm’s financial success, Supple emphasized.
You should avoid regarding people for transactions
and instead use measure that are good for the
whole organization, such as holding periods.
Source: http://wmtoday.com/2014/05/08/8-great-distribution-lessons-for-asset-managers/

7. Deepening Coverage in Multiple Markets – Use Case
DCIO Market Spectrum

8. The DOL’s Proposed Fiduciary Rule has the potential of being a “game-changer”, disrupting
traditional advisor business models and distribution channels.
Are advisors aware of the implications of being deemed as a fiduciary? The DOL’s
inclusion of IRAs expands ERISA’s reach into the retail world.
How will existing distribution channels be affected? Will the RIA market
expand, or will small investors be priced out?
Best Interest Contract – Do dealers have the ability to
meet the criteria? Will they limit retirement sales to
“walled gardens”?

9. Discussion
Thank You!