A novel approach to enable sales success

Cracking complexity in the institutional retirement business for sales success


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.