Events

November 1-2, 2023 | Boston

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November 1, 2023 | Boston

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October 17-18, 2023

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Marketing Council Sponsor

Reception Sponsor

STAR Awards Sponsor

 

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September 27, 2023 | Virtual

 

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September 21, 2023 | New York

 

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September 19, 2023 | Boston

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August 30, 2023

Hear insights from industry leaders on how to initiate DE&I strategies, engage team members and identify actionable tactics.

Presenters:

Michelle Thompson-Dolberry Executive Vice President | Chief Diversity, Equity and Inclusion Officer MFS Investment Management

Shonda Jacquez Director of Belonging SalesPage

View Michelle Thomson-Dolberry Slides
 
View Shonda Jacques Slides

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IMEA leaders share exciting plans to increase value and services to members in stewardship with new management firm FUSE Research Network.

Discussion Leaders:

John McDonough Chair | Head of Americas Distribution | Invesco

Jill Brown Secretary / Treasurer | Head of US Wealth | Principal Global Investors

Jim Cove Treasurer | Executive Vice President, Head of U.S. Marketing | Natives Investment Managers

Dave Master Emeritus Executive Committee Member

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In this podcast episode, Daniel Quinn, Chief Marketing Officer at IMEA Partner Synthesis shares tips on how to get buy in from your sales team including:

• Developing a Data Roadmap
• Successful Data Development
• Effective Data Implementation

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The Product and Distribution Councils gathered at Invesco in New York for back-to-back Summits featuring presentations and discussions on key issues. Catch up with an attendee list, agendas, and presentation slides.

 

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How does data come together to deliver commercial value across multiple organizations? Presented with SS&C, the IMEA Data Council Summit brought together data & analytics and business intelligence leaders to explore the commercialization of data and building a data roadmap with case studies, presentations, and open discussions. Catch up with presentation slides and an attendee list below.

 

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What are the key issues facing the investment industry in 2023 and how should firms navigate them? IMEA Chair John McDonough and Boston Consulting Group’s Chris McIntyre lead a virtual roundtable discussion with the Data, Distribution, Marketing, and Product Councils as part of the IMEA’s first event of the year. Watch the replay below.

Discussion Leaders:

John McDonough Chair | IMEA Executive Committee & Head of Wealth Management Intermediaries | Invesco

Chris McIntyre Managing Director and Partner, Head of Asset Management, North America | Boston Consulting Group

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Data privacy continues to be top-of-mind for investment management firms as their technology and organizational complexities make data more susceptible to security breaches. In this virtual session, GreenPages Technology Solutions shared the key cyber security trends for investment management firms, including how a Zero Trust business strategy can help firms protect data. Watch the replay and view presentation slides below.

Video Replay

 
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Presenters

Jay Martin, Security Practice Lead | GreenPages

Industry leaders shared views and insights on top issues including the industry’s evolving culture, how to be competitive in today’s challenging environment, and more at the All-Council Fall Summit. IMEA Members can catch up with presentation slides and an attendee list.

 

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Industry leaders gathered for an in-depth roundtable discussion on portfolio construction Sept. 29 at Federated Hermes in New York. Catch up on the discussion with session highlights below.

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Discussion Highlights:

FUSE Research Network Advisor Survey Highlights

Mike Evans | Partner & Director of Advisor and Benchmark Research | FUSE Research Network

• Approximately 20% of advisors solely use home office models without any outside customization/support – i.e., 80% of advisors need or benefit from portfolio construction services partnerships (PCS)
• 1/3 of advisors met with PCS teams and 1/3 of those meetings led to product sales
• The ratio of wholesaler meetings leading to product sales is significantly lower than 1/3
• Less than 10% of advisors want a consultation from a wholesaler directly – i.e., more than 90% of advisors want to interact with a PCS specialist
• Advisors are using multiple PC fund firms
• Risk identification and tax-loss harvesting reinvestment/rebalancing are the most compelling for PC engagement
• Advisors prefer quarterly or semi-annual PC consultations
• 30% of consultations lead to product sales
• Close rate is higher among female advisors (50%) compared to male advisors (30%)
• Risk exposure analysis is cited as a top reason for engaging in PCS
• Advisors are using multiple PC fund firms

Roundtable Discussion – Metrics

• The percentage of portfolio construction services (PCS) meetings leading to a product sale over a given time period vs. the percentage of typical non-PCS interactions
• Investigating the mix of PCS product sales vs. non-PCS product sales
• Investigating the results of long-term/routine/recurring PCS clients vs. one-time and/or non-PCS clients
• Correlating territory sales rank vs. territory PCS usage volume
• Tracking win size and tracking top wholesalers vs. bottom usage
• Most teams aligning by territory found the pros outweigh the cons
• Teams looking to enable sales force for digital tools/iPad
• Digital PC engagement tools for salespeople
• Continuous PC advisor working relationships
• Working with advisors before their investment committee meetings
• Sales correlation analysis of most active PC salespeople

Industry leaders gathered for an in-depth roundtable discussion on ESG Wednesday, Sept. 14 at abrdn in Philadelphia. Catch up on the discussion with session highlights below.

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Discussion Highlights:

Quantitative and Qualitative ESG Factors—A Balancing Act

Moderator: Pamela Meenan, Senior Marketing Manager, Institutional | abrdn
Benjie Elston, Director, Head of Sustainability | White Marble Consulting
Chris Fidler, Senior Director, Global Industry Standards | CFA Institute

• When developing taxonomies for ESG, try to leverage common metrics with clear disclosure.
• Ultimately, expect asset managers to drive this taxonomy discussion (or perhaps third-party data providers) rather than regulators.
• Ratings continues to be an issue including the low correlation between prominent ESG ratings like Sustainalytics, MSCI, etc. Some offered the best practice view of adding the metrics that support the ratings in addition to ratings.
• Regarding internal working group structures and ESG oversight committees, a common theme was to ensure a wide net is cast by function and region while attempting to keep groups as nimble and productive as possible.

Is the Geopolitical & Economic Environment Hurting the Cause?

Moderator: Barry Gladstein, Head of Sustainable Investing | Macquarie
Stephen Byrd, Managing Director, Head of Global Sustainability Research | Morgan Stanley
Matt Apkarian, Associate Director, Product Development | Cerulli Associates

• Most of the geopolitical concerns stem from polarization on the ESG topic in certain U.S. States. This phenomenon is causing a temporary pullback among some firms’ product, distribution, and marketing staffs vis-à-vis ESG discussions.
• There is still a long runway for improving advisor acceptance and use of ESG. According to Cerulli data, only 12% of advisors bring up ESG to clients proactively. Another 44% will bring up if the client raises the topic first.
• There are a variety of reasons advisors don’t discuss ESG, including home office prohibitions, lack of understanding, no conviction, and the need for more performance proof points.
• From a demographic perspective, there is opportunity for ESG in the future, especially with younger investors who may be willing to sacrifice returns for impact (at least in theory).
• Cerulli sees lots of potential for SMA’s and products or services that leverage technology for mass customization.
• Ultimately, we need to turn the conversation into one that focuses on risk reduction and use of ESG factors to make investment decisions just like other factors that have been part of a portfolio manager’s toolkit for years (e.g., p/e ratios, cash flow analysis, etc.).

ESG Regulatory Outlook

Moderator: Jeff Vorwerk, Strategic Projects, Portfolio Director | Principal
Christine Lombardo, Partner | Morgan, Lewis & Bockius LLP

• Flexibility is a dual-edged sword with SEC regulations on ESG. While the SEC may not always be overly prescriptive, the disadvantage is the subjectivity of enforcement based on hindsight.
• Expect final rules in next six months – likely after midterm. Implementation will likely be one year to 18 months thereafter. Do not comply prematurely, but keep in mind what could be coming.
• From an SEC enforcement perspective, anything is material when it comes to ESG. Enforcement actions can be mitigated with crisp and clear disclosure.

In this podcast episode, IMEA Partner SalesPage discusses why segmentation fails. Hear about typical points of failure and steps asset managers have taken to overcome them and achieve distribution success. Featuring:

• John Pumphrey, Director of Sales Enablement Solutions | SalesPage (facilitator)
• Greg Piaseckyj, Head of Sales | SalesPage
• James Schwass, PhD of Mathematics, Data Engineer Manager | SalesPage

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Personalization is a journey. In a virtual session led by Nuveen leaders, the Data and Marketing Councils met to discuss experiences, insights, and perspectives on the topic. Catch up on the event with a video replay, takeaways, and more below.

 

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Presenters

Tara Giuliano, Chief Marketing Officer | Nuveen

Michael Bieselin, Global Head, Client Insights & Analytics | Nuveen

ESG remains a growing priority among investment management firms, but guidelines remain unclear as hundreds of entities regulate ESG globally. In this IMEA Podcast episode, ESG leaders share perspectives on the current regulatory landscape as well as best practices for investment professionals. Featuring:

• Jeff Vorwerk, Strategic Portfolio Director | Principal Funds
• Gwendolyn Williamson, Partner | Perkins Coie

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In this podcast episode, leaders from Harbor Capital Advisors and IMEA Corporate Partner TIFIN discuss the challenges asset managers face in today’s digital-first world and the meaning of distribution 2.0. Featuring:

• Rebecca Muse-Orlinoff, Senior Vice President, Head of Marketing | Harbor Capital Advisors
• Niharika Shah, Executive Vice President, General Manager | TIFIN Clout

In this partner podcast episode, IMEA Partner ddm marketing + communications discusses how machine learning and personalized marketing are impacting personal outreach in the financial market. Featuring:

• Jewel Hainer, Account Manager, ddm marketing + communications
• Caroline Ramseyer, Account Manager, ddm marketing + communications

About ddm
For over 30 years, ddm has provided an array of communication, marketing, and technology services to businesses in highly complex and highly regulated industries. Headquartered in Grand Rapids, Michigan, ddm serves a diverse national and international client base, ranging from financial services and healthcare, to medical devices and global manufacturing. With over 65 team members, ddm prides itself on an untiring commitment to serving clients tenaciously.

All-Council Summit Highlights Now Available

The IMEA returned to in-person events for the first time in more than two years at the All-Council Summit in Chicago, where industry executives and thought leaders made connections, exchanged ideas and gained insights across key business areas. IMEA Members can catch up with session highlights, presentation slides, and an attendee list below.

 

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One of the more recent areas of marketing innovation is contextual advertising, which helps surface content specific to the reader. In this podcast episode, IMEA Partner TIFIN leads a discussion on the next generation of this innovation, which utilizes artificial intelligence to personalize content like never before. Featuring:

• David Master, Chief Marketing Officer, Janus Henderson Investors | IMEA Executive Committee
• Jack Swift, President & Chief Revenue Officer, TIFIN

PRESENTERS

David Master
Chief Marketing Officer
Janus Henderson Investors | IMEA Executive Committee

Jack Swift
President & Chief Revenue Officer
TIFIN

At the current stage of the pandemic, how are wirehouses approaching the return to office, vaccine guidelines and travel policies ? Listen to the latest IMEA Podcast episode led by John McDonough, IMEA Executive Committee Vice Chair & Invesco Head of Wealth Management Intermediaries, and featuring:

• Ben Huneke, Managing Director, Head of the Investment Solutions Group, Morgan Stanley
• Stephanie Meadows, Director of Relationship Management & Financial Advisor Education, Wells Fargo

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Members of the Data, Distribution, Marketing and Product Councils met virtually for the IMEA’s first event of 2022 on Jan. 27 to discuss Advisor engagement, a top priority among investment management firms. The event included a presentation of the latest research and insights on Advisors from Broadridge and Corporate Insight, followed by Council breakout groups focusing on key topics within their business areas.

Marketing Council
The Marketing Council discussed the Advisor journey, including:
Understanding the Advisor experience
Implementing challenges
Tools Advisors value and how to differentiate with them

Product Council
The Product Council discussed how Advisors are engaging with model portfolio and ESG products, including:
Model portfolio challenges, and when and where to place them
ESG product sentiment and challenges

Data Council
The Data Council discussed how data teams should organize around new questions, including:
How to approach a measurement plan for value adds
The ROI of value adds related to marketing tools and content
Supporting data with qualitative feedback and vice versa

DISCUSSION LEADERS

Data Council | James Keenan | Digital Marketing Director | AMG

Distribution Council | Rocco Benedetto | Head of US WMI Field Distribution | Invesco

Marketing Council | Vicki Lester | Head of Intermediary Marketing | Columbia Threadneedle Investments

Product Council | Jim Cove | Senior Vice President, U.S. Marketing | Natixis Investment Managers

On December 8, the IMEA Data Council met virtually for the first time since it announced its evolution from the Digital Council for a discussion led by the Data Council Steering Committee. Fund professionals across marketing, distribution and business intelligence gained insight on the Council’s recent evolution, and shared perspectives on the key data challenges and opportunities facing firms today. The conversation served as a foundation for topics to be discussed in 2022, including data strategy, enablement, and more.

IMEA Members can watch the replay below and learn more about the Data Council here.

 
Participants 

DATA COUNCIL STEERING COMMITTEE

James Keenan, Chair
Director, Digital Marketing
AMG

Greg Marscellus
Director, Digital Marketing
Charles Schwab

Austin Lewis
Director, Business Intelligence
Janus Henderson Investors

Ken Burd
Director, Distribution BI & Analytics
Principal Global Investors

Nathan Oppedahl
Director, Digital Experience
Thrivent Mutual Funds

IMEA’s Digital Council discussed the leading topic of digital enablement with the Digital Steering Committee leading the conversation. The session kicked off with opening commentary from Lee Kowarski, Council Sponsor, SS&C. Discussion topics included:

• What is the new enablement?
• How do firms create an on-demand experience for clients and sales teams?
• What are the key areas of data strategy?
• The path from manual to automation
  • Importance of maintaining a human element
  • What ideas aren’t working?

 

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Marketing leaders met on October 27th to discuss the evolution of the marketing campaign. Vicki Lester, Steering Committee Chair and Head of Intermediary Marketing with Columbia Threadneedle Investments, led the conversation with opening commentary from industry consultant, Bill Finnegan, with Seismic. Discussion topics included:

• What personalization means for individual firms:
  • The importance of managing expectations
  • Earning and maintaining trust in a digital age
• The role of business intelligence and data
• What this means for content

 
Participants  Seismic Slides 
 

MARKETING COUNCIL STEERING COMMITTEE

Vicki Lester, Chair
Head of Intermediary Marketing
Columbia Threadneedle Investments

John DavisDirector of Communications & MarketingThe Royce Funds

Jennifer FantozziVice President, Segment MarketingFidelity Investments

Scot HoffmanDirector of CommunicationsDodge & Cox

Lauren SmithHead of Integrated MarketingT. Rowe Price

Frank WheelerGlobal Head of DistributionMatthews Asia

Keith BernardAVP MarketingInvestment Management GroupNationwide

IMEA’s Product Council met on October 8 and discussed market trends, ESG and product teams. Topics discussed
included:

• Market trends
• ESG taxonomy, nomenclature, labeling & regulations
• Building and maintaining product teams

 
Participants  ISS Market Intelligence Slides 
 

PRODUCT COUNCIL STEERING COMMITTEE

Jim Cove, Chair
Senior Vice President, Investment Strategies & Product Management
Natixis Investment Managers

Dan BeckmanHead of U.S. ProductColumbia Threadneedle Investments

Amy DulingSenior Vice President | Head of Global Product SolutionsCohen & Steers

Jim HinkleyHead of Product DevelopmentMacquarie Investment Management

Ed NiniGlobal Head of Product StrategyPrincipal Global Investors

Adam RochlinSenior Vice President, Fixed Income& Co-Head of Investment Products & SolutionsInvesco

Michael TwohigVice President, Product DevelopmentGoldman Sachs Asset Management

IMEA’s Distribution Council Steering Committee met on October 1 to discuss the next generation of distribution engagement. More than 65 members registered for this unique roundtable, which broke the group into three separate rooms for more targeted conversation on the main topics of: data-driven enablement, the digital environment and the modernization of client coverage. Other discussion highlights included:

• Identifying the right data
• Defining ‘Digital’ for individual companies
• Different ways to engage

 

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Moderated by Pamela Meenan, Senior Manager at Aberdeen Standard Investments, this interactive roundtable explored different ESG approaches. Participants shared perspectives on which strategy is best to use and why in this evolving area, as well as:

• Inconsistency of terminology and language
• The importance of internal and external education

 

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Moderated by Ken Burd, Head of USCG Business Intelligence and Analytics — Principal Global Investors – this interactive roundtable addressed the personas and behaviors associated with Segmentation 2.0. Now is a critical time for sales teams to make the right connections and deliver the right messages. This discussion explored how segmentation sets the stage for firms to gain a better understanding of client needs and more:

 
DISCUSSION TOPICS:

• Advisor segmentation across distribution channels
• The importance of targeting the right people and teams and defining roles
• Fine tuning the approach on identifying personas
• The value of teams data and data stewardship

 

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Presenters from Nationwide and Columbia Threadneedle led this interactive discussion of the newly-released SEC modernized marketing rules and the opportunities and challenges they present, plus:

• How the new rules have changed – including endorsements and testimonials
• What audience the rules apply to
• Are the new rules more limiting or flexible
• How the rules align with other existing industry regulations
• Implementation timeframe

 

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Moderated by IMEA Chair George Riedel, Head of U.S. Intermediaries at T. Rowe Price, this all-member roundtable focused on highlights from the IMEA-BCG joint survey, The Future of Distribution. Participants heard survey results and exchanged perspectives on digital distribution processes, best practices and more:
 

DISCISSION TOPICS

• Increased productivity and changing mindsets, despite the disruption of the Pandemic
• Changes in Advisor behavior and how they serve clients
• Firm priorities and organization
• Data science / analytics and capabilities

 

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Led by Jim Cove, Senior Vice President, Investment Strategies & Product Management at Natixis, this interactive discussion explored many of the issues product leaders face today, including:

• ESG Funds: Launching New Funds vs. Converting Existing Funds
• Privates
• Active Semi-Transparent ETFs
• Model Portfolios
• Cryptocurrency Products

 

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Led by Glen Yelton, Head of ESG Client Services, North America at Invesco, the discussion explored regulatory approaches for investment managers and other topics, including:

• Integration vs. product
• SFDR and the increased emphasis on ESG for the SEC and DOL
• Potential implications of recent European Union regulations
• Reporting & education
• Client experience

 

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IMEA Corporate Partner, DDM, discusses changes that have occurred in sales and marketing over the last year, including lead generation shifts, messaging and the move towards a more hybrid sales model.

DDM Content Manager, Christine VanTimmeren, moderates the conversation with her team of marketing managers who will share their expertise.
LISTEN NOW

 

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The Roundtable brought together sales and distribution executives for a candid discussion of post-COVID sales coverage and what changes may stay as teams begin the journey back to “normal.”

Lee Kowarski of SS&C Technologies moderated the discussion with sales leaders from American Century, Franklin Templeton and John Hancock sharing their insights on:

• What post-COVID sales will look like
• Redefining perceptions of internal, external, and hybrid sales roles
• Skill sets for successful sales representatives and how they may or may not have changed
• Relationship building
• Balancing schedules for sales representatives to ensure territories are covered

 

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In this live, interactive event, companies shared their experiences and processes as they deal with the impact of 2020 and virtual engagement approaches with advisors.

 

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In this live, interactive Roundtable, IMEA’s ESG Committee was officially launched as the group examined the accelerating issues surrounding ESG and outlined issues and potential initiatives and strategies going forward.

During this live, interactive Roundtable discussion led by the ESG Leadership Committee, several key areas of interest were identified by the group:

• Regulation
• Integration vs. Product
• Reporting
• Client Experience
• Education

 

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In this live, interactive Zoom event, IMEA’s Product Council Roundtable discussed many aspects of the Active ETF landscape. More than 40 attendees
from 21 firms participated in this interactive discussion, sharing where they are in their ETF journey and how they got there.

 
DISCUSSION HIGHLIGHTS

IMEA’s Product Council steering committee member Mike Twohig of Goldman Sachs moderated the discussion. Key points
made in the Roundtable:

• We are in the first phase of the active ETF segment of the industry.  Active non-transparent ETFs are considered the third phase of ETF innovation.  The first being passive, then smart-beta.
• Active ETFs, whether transparent or semi/non-transparent provide existing ETF sponsors an opportunity to expand their product sets by offering new strategies or modify existing strategies in an ETF format.
• These products provide new entrants with opportunities to offer their products in the popular ETF format.
• Currently, active US Equity strategies only exist with US listed firms, but this will evolve over time and be a catalyst for new entrants.

 

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MODERATOR

Mike TwohigMEA Steering Committee Vice PresidentGoldman Sachsmike.twohig@gs.com

 
 
DISCUSSION LEADERS

Sandra Testani Vice President, ETF Product & StrategyAmerican Century sandra_testani@americancentury.com

Tony KellyHead of Product Development for ETFsGoldman Sachs tony.kelly@gs.com

Todd RosenbluthHead of ETF & Mutual Fund ResearchCFRA todd.rosenbluth@cfraresearch.com

In this live, interactive event, members talked about various approaches in portfolio construction related to technology, team structure and globalization.

Discussion Highlights

Technology

• Buy vs. build is an Important decision dependent on needs of customization vs. scale.
• Some firms are using a combination of homegrown and purchased solutions.
• Development of digital tools is a top priority.

Team Structure

• Majority of teams align to distribution.
• Regionalization nudges service models upstream and requires clear segmentation strategy.
• Rotational (Q Intake rotation) allows sales to decide if they present or bring in home office (less key person risk).
• Benefits of divisional specialist alignment depend on team size and channelization of sales force.

Globalization

• Many asset allocation insights are universal across regions.
• Need to prioritize regions and gather local analytical resources to customize offering.
• Expansion plans need to be mindful of regions’ market structure and local sales team interest.

 
Discussion Leaders

Solon “Bud” Person
EVP & Director Portfolio
Federated Hermes

Adam Hetts
Global Head of Portfolio Construction and Strategy
Janus Henderson Investors

Mike Kubik
Portfolio Construction Specialist
T. Rowe Price

IMEA Chair George Riedel, was joined by consultants from Boston Consulting Group and Casey Quirk/Deloitte for a discussion of the challenges facing investment management companies in 2021. Listen to the replay to hear what they had to say about Advisor Segmentation, M&A and fee compression.

 
ADDITIONAL RESOURCES

 

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Part of IMEA’s Insight Series, this exclusive two-part podcast, presented by ISS, takes a closer look at ESG, offering historical and global perspective and discussion from a panel of recognized ESG thought leaders.

 

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Watch the replay from our Marketing Roundtable moderated by the Marketing Council Steering Committee. Discussions included:

• Diversity & Inclusion
• Client Segmentation
• Prospecting & Lead Generation
• Client Journeys
• Distributing Targeted Content
• Marketing Organizational Structure & Collaboration Across Marketing Teams

 
 
PRESENTATION

 

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How has thinking on portfolio construction services evolved? What’s changed and stayed the same since the Pandemic? Hear perspectives from three leading firms on activity levels, digital support and challenges and opportunities on the horizon. Listen in on additional In Sessions.

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The current environment has resulted in new and increased expectations on digital teams to dynamically deliver valuable content. But, what is the right balance between digital deluge and effective engagement? And, what opportunities have been created by increased collaboration between sales and marketing? Listen in on additional In Sessions.

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The pandemic has impacted nearly every phase of the client service model from increased reliance on digital and technology platforms, to continued expectations for enhanced personalized experiences to finding the right balance of client communications, investment management firms are redefining what successful client engagement looks like.

Listen in to this candid conversation with leaders of the IMEA Digital, Marketing and Product Councils for insight on what’s working, what’s not and next steps in this ever changing environment. Listen in on additional In Sessions.

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