European Asset Management

Technology and Distribution

Tech 3600x1200

Contact Us

Mark Horan

Mark Horan

Senior Account Manager, Europe

European Asset Managers Power Distribution With Technology

Technology tools that centralize client relationship management, enable targeted communication, and enable key resources to do more with less, provide the keys to amplify distribution.

Technology‘s Growing Role in Asset Management Distribution in Europe

Many European asset managers see technology as key to their future growth—68% of managers surveyed expect to increase their spending on sales-related technology over the next 12 months. Across distribution arms, marketing departments are keen advocates of using technology to enhance their operations: 98% of the managers Cerulli surveyed currently deploy technology as part of their marketing efforts. In addition, 58% of respondents consider their use of technology extensive.

EMSO 5.03



Centralizing and Tracking Client Management

In the world of sales, tracking and managing customer relationships effectively is critical. In recent years, asset managers have been experimenting with new technologies, seeking efficiencies in their operations, as well as rich user experiences and technology-driven sales enablement tools.

According to our research, 48% of managers make significant use of CRM technology. A further 40% of respondents use technology extensively for automated competitor analysis, 34% do so for client segmentation, and 32% do so for email tracking activities.

Asset Managers' Current Use of Technology in the Sales Process, 2020

EMSO 5.01

Cerulli believes that managers can find success by working with software providers whose technology enables better integration and therefore offers benefits to multiple departments within the organization. Doing so can make making the case for budget allocation easier, while also making managers’ operations more seamless.

Big Data

Nearly 60% of managers expect big data to be an enabler of enhanced sales generation. Targeting prospects accurately not only saves time and resources, but also increases managers’ chances of success. The ongoing collection, management, and use of data is the foundation of focused approaches to sales.


Asset Managers' Views on the Impact Different Forms of Technology Have on Marketing, 2020

EMSO 5.08

Key Takeaways:

  • Asset managers’ sales and marketing will increasingly be characterized by targeted efforts based on a better understanding of their clients’ needs, circumstances, and segments—only achieved through effective use of data.

  • Managers that collaborate extensively across their organizations to source, deliver, and integrate different technologies will be in a strong position.

  • Firms should seek to adopt a hybrid approach to technology using humans and technology to optimize business outcomes. This can be achieved by staying abreast of the latest developments and embracing technology where it can add value, but also being sure to remain grounded and aware of what clients and prospects actually need.

Make Your Distribution Function Work Smarter

For more on how Cerulli can help your distribution function optimize for scale, connect with us.

Learn More

Meet the Team

Subject Matter Experts

André Schnurrenberger, CFA

André Schnurrenberger, CFA

Managing Director, Europe

Bio →

André Schnurrenberger, CFA

André Schnurrenberger, CFA

Managing Director, Europe

André Schnurrenberger is the managing director of EMEA for Cerulli Associates and leads all research, consulting, and business activities in the region. Since joining Cerulli Associates, André has focused on wider distribution and product trends across European asset managers and has worked with some of the largest global investment firms, reviewing their product shelves, enhancing their business models, and helping them define strategies for future growth.

Prior to joining Cerulli, André spent 7 years at Columbia Threadneedle Investments, most recently as head of Business Management and Market Intelligence & Research for EMEA Distribution, and before that as Head of Performance. He held previous roles at UBS Wealth Management in Zurich and London, including Head of Investment Analytics and Performance.

Full biography here.

Vidushan Ragukaran, CFA

Vidushan Ragukaran, CFA

Senior Analyst

Bio →

Vidushan Ragukaran, CFA

Vidushan Ragukaran, CFA

Senior Analyst

Vid is a member of the Retail and Wholesale Asset Management team, specializing in investment products and strategies. He provides quantitative analysis and authorship for Cerulli’s European research products. He also contributes as a writer and analyst for The Cerulli Edge series.

Prior to joining Cerulli, Vid worked at the Financial Conduct Authority, where he served as a Sector Analyst covering multiple sectors of the U.K retail and wholesale investment markets. He also previously worked as an Equity Research Analyst at Investec in their asset management and wealth management practices.

Full biography here.

Tina Zhang, CFA

Tina Zhang, CFA

Analyst

Bio →

Tina Zhang, CFA

Tina Zhang, CFA

Analyst

Based in the London office, Tina is a member of Cerulli’s European research team, focusing on asset and wealth management. Tina is responsible for collecting, compiling, and analyzing large amount of qualitative and quantitative datasets and providing market intelligence for the practice’s reports.

Tina began her career as an investment analyst at Hywin Wealth in London, where she was responsible for supporting investment managers with fund research, preparing investment presentations, and proposals.

Full biography here.

Fabrizio Zumbo

Fabrizio Zumbo

Associate Director

Bio →

Fabrizio Zumbo

Fabrizio Zumbo

Associate Director

Fabrizio leads the European Retail/Wholesale Asset Management research practice, which focuses on analyzing asset management product development trends, investment, operational and marketing strategies, market and distribution dynamics, regulatory changes, and performing market and competitive intelligence in the United Kingdom, Continental Europe, and the Nordics.

Prior to joining Cerulli, Fabrizio served as a Lead Industry Analyst at State Street in London and as a Senior Analyst & Research Editor for the PwC’s Global Market Research Centre in Luxembourg. Previously, he carried out several field-based research projects in emerging and frontier markets for international market research and economic consulting firms, spending almost five years performing economic and industry analyses in several countries in Latin America, Africa, and the Middle East.

Full biography here.

Strategic consulting graphic blue 1640x917

Strategic Consulting

Understand where to allocate resources to achieve your objectives. We can help you determine which initiatives are likely to be successful and those that may not achieve the desired effect. In an increasingly competitive market, our objectivity and experience can help you to advance your firm’s unique strengths.

Learn More

You may also be interested in:

  • Annual report
  • Cerulli Edge
  • Cerulli Lodestar

We use cookies to improve your site experience, distinguish you from other users and support the marketing of our services. These cookies may store your personal information. By continuing to use our website, you agree to the storing of cookies on your device. For more information, please visit our Privacy Notice.