The document summarizes a webinar on product and marketing strategies for the wealth and asset management industries. It discusses how advisor teams and assets under management have grown significantly in recent years. It also notes that while broker dealers still dominate the market, advisor preferences are increasingly shifting towards RIA structures. The webinar addressed how distribution teams must evolve to focus on advisor segmentation rather than geography, use data-driven engagement, and leverage integrated technology platforms to better serve advisors in the current environment.

1. www.nicsa.org | #WebinarWednesday
September 11, 2019
NICSA Industry Leaders Series:
Product & Marketing Roundtable

2. www.nicsa.org | #WebinarWednesdays
Moderator:
Panelists:
Matt Fronczke
Director, Analytics & Consulting,
SS&C Research
Leslie Walstrom
Head of North America Marketing,
Columbia Threadneedle
Alex McCulloch
Group Managing Director,
Head of Retail Marketing
TCW
www.nicsa.org | #WebinarWednesday

3. The Wealth and Asset Management Industries
Have Transformed
© 2019. SS&C Technologies. ConfidentialSource: SS&C Distribution Solutions survey of research/due diligence managers, 2017
The future of wealth
management is in personalized
investment solutions
Technology and data
are now table stakes
for asset managers
3

4. Advisor Teams Continue to Grow
© 2019. SS&C Technologies. Confidential
Year (n): 2018 (1,952) – Single Advisor (353), Advisor + Support (471), Team (1,128)
2017 (1,975) – Single Advisor (332), Advisor + Support (570), Team (1,073)
2016 (1,841) – Single Advisor (433), Advisor + Support (616), Team (787)
$26 $54
$226
$44
$89
$359
$45
$159
$487
$-
$100
$200
$300
$400
$500
$600
Single Advisor Advisor + Support Staff Team
AUM($MM)
2016 2017 2018
115%
increase in
Team AUM from
2016 – 2018
Source: SS&C Advisor Insights in partnership with Horsesmouth

5. 4.44%
8.89%
9.63%
10.62%
11.36%
11.60%
15.06%
28.40%
I plan to leave the field of financial advice
My practice will use more model portfolios
My practice will likely ‘merge’ with another practice
Other
My practice will focus on the acquisition of a younger client base
My business model/practice affiliation will change
My practice will focus more on a certain client demographic
My practice will add more team members
Over a Quarter of Advisors Believe Team Growth will be the
Biggest Upcoming Change to Their Practice
© 2019. SS&C Technologies. ConfidentialSource: SS&C Advisor Insights in partnership with Horsesmouth. n = 405
Advisors were asked:
What will be the biggest change to your
practice in the next 5 years?
Focusing on a specific
client demographic was
the second most common
item nominated by
advisors as the biggest
change to their practice
over the next five years
%ofAdvisors

6. Broker Dealers Continue to Dominate, but Advisor
Preferences are Shifting Towards RIA Structures
© 2019. SS&C Technologies. Confidential
28.9% 28.5%
17.5% 16.5%
5.3%
3.3%
23.4%
21.1% 22.0%
19.6%
3.6%
1.9%
7.7%
0.7%
Broker/Dealer
(independent
affiliation with
broker/dealer)
Broker/Dealer
(employee of the
broker/dealer)
Independent
registered
investment advisory
(RIA) practice
Hybrid RIA practice
(both RIA and
affiliation with
broker/dealer)
Insurance
Agency(employee
of insurance
agency, non-
broker/dealer)
Bank/Trust
(employee of the
bank or trust
company)
I don't know None – I plan to
leave the field of
financial advice
Current Ideal
Source: SS&C Advisor Insights in partnership with Horsesmouth. n = 418
Advisors were asked:
What is the current business model/affiliation for
your practice? What is the ideal business model/
affiliation for your practice in the next five years?
%ofAdvisors

7. How do distribution teams (sales + marketing)
evolve in this modern environment?
© 2019. SS&C Technologies. Confidential
7

8. The New Era Requires a Paradigm Shift in How Asset
Managers Formulate Their Engagement Strategies
© 2019. SS&C Technologies. Confidential

9. © 2019. SS&C Technologies. Confidential
Focus on
advisors you
can influence
Segmentation,
not geography,
drives territory
design
A continuum of
roles, aligned with
advisor segments
Overlapping
territories allow
resource
flexibility
Advisor needs
and preferences
drive engagement
The New Era Requires a Paradigm Shift in How
Distribution Organizations Operate

10. Be More Selective with Broker/Dealer and
Platform Relationships
© 2019. SS&C Technologies. Confidential

11. Develop Strategies to Retain and Grow Business with
Account-Based Engagement
© 2019. SS&C Technologies. Confidential
11

12. Integrated Data and Technology Enablement Platforms
are Essentially for Modern Sales and Marketing Orgs
© 2019. SS&C Technologies. Confidential

13. Matthew Fronczke
mfronczke@dstsystems.com
646.257.4476

14. www.nicsa.org | #WebinarWednesdays
Moderator:
Panelists:
Matt Fronczke
Director, Analytics & Consulting,
SS&C Research
Leslie Walstrom
Head of North America Marketing,
Columbia Threadneedle
Alex McCulloch
Group Managing Director,
Head of Retail Marketing
TCW
www.nicsa.org | #WebinarWednesday

15. www.nicsa.org | #WebinarWednesdays
Q&AQUESTIONS & ANSWERS SESSION
www.nicsa.org | #WebinarWednesday