A successful technology implementation in the financial services market requires
that technology vendors anticipate the needs and speak the language of financial services firms,
understand the investment management organizations and structures, and identify the key
opportunities to provide unique solutions.
BOSTON/NEW YORK CITY, February 4, 2002 – The importance of
selecting vendors that speak the client’s language and understand the financial services
business challenges cannot be overstated. It is not the client’s job to speak the vendor’s
language or to educate the vendor about the financial services business. Similarly, the
vendor and the client must share a good cultural fit. This is especially true in the
conservative financial services industry.
Therefore, FRC and kasina recommend that technology vendors
offering solutions to financial services firms make the effort to educate themselves to
the unique business challenges facing financial service product providers. This will
improve the overall effectiveness of their sales, marketing, and implementation efforts by
helping them identify key opportunities to provide the creative solutions that financial
services firms require. This will ultimately improve client satisfaction and
time-to-market in a marketplace that is seriously looking to technology to help deepen and
broaden its client relationships.
This is one of the key findings from the recently published
research study by FRC and kasina, entitled “E-Wholesaling: The Distribution
Solution.” This study brings together two of the industry’s leading research and
consulting firms. FRC is an established expert in the area of financial product
distribution strategy and kasina is the leader in e-business strategy solutions for
financial services companies.
This groundbreaking research examines the ways in which
e-business is enhancing the relationship between financial product providers and financial
intermediaries. This first-of-its-kind study lays the foundational support to help
e-business, marketing, sales, and client service groups work together to build the most
effective asset gathering and retention strategies for their organizations.
This study includes:
Findings from interviews with senior sales, marketing, and
e-business executives regarding the design and future of e-wholesaling
Guidelines to assist groups with the development of an
An analysis of the technologies that enable e-wholesaling
A review of the ways e-wholesaling strategies are shaping
Insight into how e-wholesaling will reshape the way
investment product distributors organize their sales and marketing efforts
Please refer to E-Wholesaling: The Distribution Solution as a joint research study
between FRC and kasina.
Financial Research Corporation is a financial services research and consulting firm based
in Boston, specializing in competitive intelligence and analytical services to assist strategic planners
and marketing professionals develop and implement innovative financial products and services. An overview of
FRC’s services is available at www.frcnet.com.
kasina is a management consulting firm providing strategic solutions to financial services
companies. kasina specializes in developing, optimizing, and salvaging e-business initiatives. An overview of
kasina’s services is available at www.kasina.com/consulting.