CRM, Sales Process Optimisation, Marketing Automation & Client AUM

Analysis of current sales approach led us to conduct an expedited Salesforce implementation, to give a coherent client experience across sales and marketing in Europe, and support rapid growth targets.

Client Challenges

The client set themselves a rapid growth target underpinned by a strong digital capability. Their existing CRM platform was not used consistently across the business and would not enable them to meet their growth targets. Also, with the existing sales approach they couldn’t apply bespoke, marketing-led sales processes.

They needed a clear digital strategy to shape their distribution architecture.

Alpha Approach

  • Alpha conducted an assessment of business requirements and data analysis across the enterprise and facilitated their decision process for whether to implement Salesforce
  • Alpha’s expertise with Salesforce drove an expedited implementation of the platform, with an accelerated migration of data from the legacy CRM platform
  • We enhanced capability by integrating Salesforce with a dedicated app to cover reliable mass emailing, web tracking and market segmentation
  • Alpha led a series of workshops with key stakeholders to analyse current distribution processes and added our industry knowledge to help prioritise the recommendations for change

Client Benefits

The client now operates an integrated toolkit of best-in-class technologies, enabling access to a consistent, reliable set of data and platform features. Their operating model is joined across channels and functions without the need for manual processes.

Their growth targets are supported by an optimised operating model and driven by a coherent client experience across all sales and marketing functions.

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Client Types

  • European asset manager

Sponsor

  • Chief Operating Officer
  • Chief Financial Officer
  • Head of Distribution

Functions

  • Sales
  • Marketing
  • Business development

Geographic Scope

  • United Kingdom and Europe

Fund Types

  • Unit trusts
  • OEICs
  • Multi-asset portfolios