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.

The Biggest Asset Managers Play to Win. What are the Rest Doing?

Steven Miyao, October 17, 2017

The largest asset managers are taking the turmoil in the industry seriously, investing heavily in data, national accounts, changing the role of wholesaling and de-channelizing, while the rest of the industry is READ MORE...

Marketers, Stories – Not Fact Sheets – Are the Answer

Mike Cogburn, October 16, 2017

When companies are able to align products to their brand promise, their stories naturally become more memorable. But that is just part of the mission that asset managers are on as they fight to stand out in a crowded investment product market. READ MORE...

Five Ways Asset Management CMOs are Responding to Industry Change

Tracy Needham, October 9, 2017

“I’ve never seen more change than I have the last three years in our industry,” one marketing executive said at last week’s annual CMO roundtable. And given current trends and pressures in the asset management industry READ MORE...

Are Surging ETF Inflows by Retail Investors a Harbinger of a Toppy US Market?

Erach Desai, October 5, 2017

For a recently published article in DST’s Product Strategy Compass on the challenges facing active management, we examined the actual data for retail net flows in recent years. And, we specifically looked at READ MORE...

Data-Driven Insights Will Drive Distribution Strategy

Lee Kowarski, October 4, 2017

Between DST’s Business Intelligence (BI) Roundtable last week and the On Course Advisors' CRM Forum event this week, I have spent a lot of time with the industry’s leading thinkers about data recently. My key takeaways READ MORE...

The Workforce of the Future Starts in Marketing

Julia Binder, September 28, 2017

New roles in marketing are harbingers of significant changes we believe the industry can expect to see in the asset management workforce over the next few years. SEO specialists, UX designers, data artists, and READ MORE...

Advisor Consultants are the New Wholesalers

Matthew Fronczke, September 19, 2017

Asset managers are staring down many challenges with change an inevitable conclusion to the status quo. As the business changes, the role of the wholesaler is changing as well. We are seeing that wholesalers are READ MORE...

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 Distribution Solutions President, Steven Miyao, followed by a session in which business READ MORE...





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