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U.S. Institutional Marketing and Sales Organizations 2024

Plan, Adapt, Grow

  • Evaluate how the role of technology continues to evolve in the institutional sales process
  • Discover how sales teams are evolving to meet the demands of institutional clients and investment consultants in the current market environment


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US marketing and sales Detail

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Mason Gillespie

Mason Gillespie

Associate Director, Account Management


This report provides a comprehensive analysis of asset managers’ institutional marketing and sales organizational teams. Specifically, this report examines trends in consultant intermediation, relationship management, marketing, consultant relations, client service, and request for proposals (RFP)/database teams. A primary focus of this report is the typical organizational structure of these key groups, including how these organizational alignments may vary based on the size or focus of the manager. Other relevant topics include changes to headcount by functional area, trends related to compensation, and how managers can work with consultant intermediaries to best position their firms for new mandates.

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Each report is lead authored by a senior Cerulli analyst with significant industry experience. The report incorporates qualitative and quantitative inputs, based on Cerulli’s proprietary research process. For more on our research process, click here.

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