Events

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?

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

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

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

 

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

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

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

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

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

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

 
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

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

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.

 

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

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.

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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 Twohig
MEA Steering Committee Vice President
Goldman Sachs
[email protected] 

 
 
DISCUSSION LEADERS

Sandra Testani
Vice President, ETF Product & Strategy
American Century 
[email protected]

 

Tony Kelly
Head of Product Development for ETFs
Goldman Sachs 
[email protected]  

 

 
Todd Rosenbluth
Head of ETF & Mutual Fund Research
CFRA 
[email protected]  

 

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

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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.

Participant List

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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

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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.

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ADDITIONAL RESOURCES

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.

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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Leading industry consultant and IMEA Partner ISS MI shared perspectives and research on how the pandemic is affecting the product development process including:

• Product Priority Shifts

• Investment Vehicle Focus

• Impact on ESG/Impact Strategies

• Product Specific Challenges

• Product Launch Obstacles

 
PRESENTATION

The Coronavirus Crisis has accelerated the embracement of digital engagement, significantly impacting the dynamic of the sales and marketing relationship. The role of data in delivering a personalized, targeted client experience is more critical than ever. This discussion will provide perspectives on what has changed; opportunities and challenges that have emerged; and, what things will look like moving forward.

 
Hosted by: IMEA Digital Council
 
 
PRESENTATION

The current market environment is a trying time not only for financial advisors and marketing participants, but also for investment management professionals. Nonetheless, these periods of volatility and uncertainty offer an opportunity to discover new techniques to help you and your teams cope.

Listen in as IMEA member Janus Henderson Investors provided actionable tools to identify the source of stress, our reactions to it and ways to manage it more productively.

 
Hosted by: IMEA Distribution Council
 

PRESENTATION