Cracking complexity in the institutional retirement business for sales success
Introduction
The sales function in asset management industry, especially the institutional segment, has always struggled with two major challenges:
- Limited client intelligence and information transparency due to sheer scale of the industry, and
- nefficient sales engagement due to the presence of vastly different client stakeholders and engagement channels
This paper discusses EXL’s viewpoint towards current-state problems arising from large industry size and complex value chain, and the state-of-the-art approach adopted by EXL to address these issues using graph theory.