Distribution Solutions Blog

To provide our clients with high quality tailored consulting and research, we need to know the financial services industry and our clients. To build lasting and profitable relationships, we dedicate ourselves to staying not just current on, but ahead of industry trends. These blog postings are intended to share our industry insights.

Are Remote Internal Sales Teams the Way of the Future?

Saadiah Freeman, August 16, 2017

Remote work is on the rise. In 2017, a Gallup report showed 31% of American workers are working remotely 4-5 days per week, up from 24% in 2012. While the asset management industry, as a whole, has been slow to embrace this trend, most distribution organizations have a sizeable team of READ MORE...

Are Your Salespeople Prepared for the Future?

Jason Dauwen, August 10, 2017

In 2011, the Institute for the Future (IFTF) – an independent, nonprofit strategic research group – published a set of ten skills necessary for workers in 2020. This list is still relevant today and can be applied to workers of any stripe, but they are READ MORE...

Digital Matters. More Than You Think.

Mike Cogburn, July 28, 2017

With “digital transformation” initiatives happening left and right within the industry, clients often ask us what they should be prioritizing. It seems that everyone has a different definition of what digital transformation means, and what they are trying READ MORE...

Does Your Product Pitch Connect with Advisors?

Tracy Needham, July 27, 2017

How can asset managers tell more effective product stories? That’s one of the questions we sought to answer with our upcoming report, Effective Product Marketing Strategies. And in our industry’s ultra-competitive environment, we believe it’s a READ MORE...

Getting Return on Your Investment in Outbound Marketing

Julia Binder, July 12, 2017

At our recent Digital Summit, many marketers said they were prioritizing inbound over outbound marketing, because they perceive it as cheaper and more productive. But our research shows that firms on average are spending READ MORE...

What’s the Matter with Advisor Engagement by Channel?

Saadiah Freeman, July 6, 2017

Many asset managers organize their sales teams by channel. But is this really the most effective strategy? As my colleague Erjon Gjoci found in his analysis of advisor expectations for value-added services, wirehouse advisors and RIAs have READ MORE...

What Sales Managers Can Learn from Computer Programmers

Jason Dauwen, June 29, 2017

If salespeople are putting their products in front of anyone who will listen, they’re probably not selling as efficiently as they could be. Take some advice from this (former?) computer programmer: there’s a READ MORE...

What Does Your User Experience Sound Like?

Mike Cogburn, June 22, 2017

Our everyday digital experience now includes getting scores and summaries of sporting events from virtual personal assistants, ordering pizza through chat bots, and making purchases with our voice. READ MORE...

Wirehouse Advisors and RIAs: The Whole is Greater than the Sum of Its Parts

Erjon Gjoci, June 15, 2017

Wirehouse and RIA channels combined make 33% of advisor population but control more than half of market assets. While traditionally asset management organizations have dealt with and targeted these channels as isolated entities, our data shows READ MORE...

Want to See the Future of Mutual Fund Distribution? Look into this Crystal Ball

Jason Dauwen, May 31, 2017

If I offered up a crystal ball that would show you the future of asset management, would you look into it? What if this crystal ball didn’t tell you just one future, but READ MORE...

Five Things Asset Management CMOs Should Know About Marketing Attribution

Tracy Needham, May 31, 2017

Marketing attribution isn’t about hits, clicks, and visitors. It’s about measuring and demonstrating meaningful impact on the firm’s goals and priorities. And the risks of not having READ MORE...

DOL Fiduciary Rule to Take Effect on June 9, 2017

Julia Binder, May 23, 2017

In an op-ed published in the Wall Street Journal on Monday evening, US Secretary of Labor Alexander Acosta confirmed that the agency’s fiduciary rule will begin taking effect on June 9, 2017. Acosta wrote that careful review has found READ MORE...

Our First-Ever Broker-Dealer Business Intelligence Roundtable

Saadiah Freeman, May 23, 2017

Earlier this month, DST hosted our first-ever Broker-Dealer Business Intelligence Roundtable. The event began with a keynote speech from DST Distribution Solutions President, Steven Miyao, followed by a session in which business READ MORE...

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