Delivering Distributed Wealth Management SolutionsFinancial Services

George MurphyEngagement ManagerSalesforce.com

Brian ShensonDirector, Integrated PlatformCharles Schwab Advisor Services

Tim HighlandExecutive Vice PresidentIPI Wealth Management, Inc.

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Agenda

Overview

– Wealth Management Industry Overview

Schwab

– RIA Technology Today

– Schwab Intelligent Integration™

– Schwab and Salesforce Relationship

– Schwab OneView Office™ Proof of Concept Demonstration

IPI

– Who is IPI?

– Overview of IPI’s Needs & Problems

• Compliance

• Communication

• Collaboration

– IPI Wealth Management Live Demonstration

Overview of Wealth Management Industry

George Murphy

Salesforce.com

Wealth Management – SegmentsEasily Recognizable Brands, by Targeted Assets & Industry Segment

Discount Brokerage

Discount Brokerage

Private Banking, Trusts, Family

Office

Private Banking, Trusts, Family

Office

Retail BrokerageRetail Brokerage

Wealth Management

Wealth Management

Registered Investment Advisors

Registered Investment Advisors

$

$

Targ

eted

Ass

ets

$$

Large Brokerages vs. Independent Broker-Dealers vs. RIAs

Wirehouse

Stock Exchange

Independent Broker/Dealers

Advisor

Clearing Firm

Stock Exchange

Advisor

Broker/ Dealer

Large Brokerage Firms

Custody Platform

Stock Exchange

RIA

Registered Investment Advisors (RIAs)

Large brokerage houses are able to clear or settle their own transactions with the stock exchanges. These firms are often called “Wirehouses” because they own their own infrastructure.

Independent “broker-dealers” are not associated with the large wirehouses. They must clear their stock trades with clearinghouses such as ADP Broker Services.

RIAs are commonly former Wirehouse or B/D Advisors that have started their own business, and use services from Charles Schwab, TDAmeritrade, or Fidelity, for Custody and trades clearing services. RIAs are the fastest growing part of the Brokerage industry.

Schwab Intelligent Integration™

Brian Shenson

Charles Schwab

Schwab Intelligent Integration is a set of products and services being developed and currently intended to be offered by Performance Technologies, Inc., (“PTI”) a subsidiary of The Charles Schwab Corporation and an affiliate of Schwab. Schwab Advisor Services™ includes the custody, trading and support services provided by Schwab, a broker-dealer, and the software and related technology solutions, including Schwab Intelligent Integration, provided by PTI. Independent investment advisors are not owned by, affiliated with or supervised by Schwab.

Agenda

RIA Technology Today

Schwab Intelligent Integration

Schwab and Salesforce Relationship

Schwab OneView Office Proof of Concept Demonstration

Selection or confirmation to participate in Schwab Intelligent Integration ("SII") should not be construed as an endorsement or recommendation by Schwab or PTI. When SII becomes available, participation will mean that the participating software, system or service has data flows and possibly other functionality that is more efficiently integrated with Schwab and PTI than would otherwise be the case.

RIA Technology has evolved over time …

…And adoption has increased with that evolution

Technology is critical for firms looking to scale

Portfolio management system

Client relationship management system (CRM)

Email retention software or service

Financial planning software

Document management system

Rebalancing software

Client website with secure access

Trade order management system

Critical To Business Time SavingsFirms Using System

Source: 2010 RIA Benchmarking Study from Charles Schwab, fielded February and March, 2010. Study contains self-reported data from 870 firms spanning 2006 – 2009.

Adoption Of Key TechnologiesPercent Of Firms, $100MM+ Wealth Managers

27%

48%

49%

77%

86%

93%

95%

73%

81%

61%

82%

80%

67%

92%

98%

78%

16%

7%

19%

12%

8%

15%

17%

15%

Integration is well rewarded

* Office integration means using at least two office integration functions: tracking workflows or task lists, plus integration into document management or portfolio management system.

Source: 2010 RIA Benchmarking Study from Charles Schwab, fielded February and March, 2010. Study contains self-reported data from 870 firms spanning 2006 – 2009.

Firms Using CRM for Office Integration*Percent Of $100MM+ Firms

Firms Using Basic CRM OnlyPercent Of $100MM+ Firms

75%

44%

Extremely or very satisfied

Saved more than 20% time

29%

10%

Extremely or very satisfied

Saved more than 20% time

Office integration is a key technology challenge

Top Technology and Operations Challenges $100MM+ Wealth Managers

Hiring staff to manage our technology or operations

Integrating technology with existing systems

Designing changes to workflow or process

Selecting the right vendor for a particular need

Measuring and tracking success

Getting my staff to use technology

Prioritizing technology or operations upgrades

18%

38%

39%

52%

55%

57%

58%

Source: 2010 RIA Benchmarking Study from Charles Schwab, fielded February and March, 2010. Study contains self-reported data from 870 firms spanning 2006 – 2009.

Our solution: Schwab Intelligent Integration

Guiding Principles

– CRM-Centered

Approach

– Intelligent Integration

– Modular and Turnkey

Platform Solutions

– Schwab Guidance and

Support

1 “Leading Technologies” are those that appeared most commonly in the responses of 1643 advisors who participated in an April 2010 Schwab survey.

Schwab and Salesforce Relationship

Leading edge solutions for independent financial advisors

Better choices to meet growing client management needs

Technology vetted, customized, and endorsed by Schwab

Integration benefits advisors regardless of implementation approach

• Integration with leading technologies in a range of key categories

• High quality integration• Direct-to-vendor relationship

Modular

• Integrated suite of Schwab selected applications – CRM, custody and portfolio management

• Unified experience• Integrated sales and support

Turnkey

Schwab Intelligent Integration

Your Configuration Schwab Configuration

Schwab OneView Office™ Schwab OpenView Gateway™

Salesforce proof-of-concept

Proof-of-concept integration and screen design are subject to change. Names, account numbers, account holdings, contact information, and all other information shown are fictional and not intended to reflect any actual person, account, or holdings. Any similarity to an existing person or account is purely coincidental. Screen shots are provided for illustrative purposes only and may be abridged.

Schwab OneView Office

Prototype Demonstration

Delivering the Gold Standard in Wealth

RIA Services

Timothy P. Highland

IPI Wealth Management, Inc.

Who is IPI?

Midwest based independent Hybrid BD/RIA Our Mission: Helping People Achieve Significance and Peace

of Mind

Our Core Competency: Delivering Client Focused Financial

Strategies

105 registered advisors in 45 branches in 16 states

Advisors are 1099 independent contractors licenses

with IPI - BD and IPI Management Wealth - RIA

Delivering "Gold Standard in Service" is our hallmark

IPI Technology Suite

IPI Needs & Problems

Compliance

– Multi clearing partners, Including: DST, RBC, Schwab,

TDAmeritrade, Fidelity

– Need for oversight of assets managed by IPI advisor:

• OSJ Review

• Custody Rules

• Universal Fiduciary Standard of Care– Suitability vs. Fiduciary

– Integration with paperless accounts set up and workflow

execution

– Online document storage and retrieval integrated into

Salesforce.com contact records

IPI Needs & Problems

Communication – Culture of “One Big Branch”

– Our Advisors share strategies and ideas in a

"family" environment

– Long hallways• Workspace

– Home office efficiency:• Soft phone

• Support portal

• Faster issue resolution

IPI Needs & Problems

Collaboration – Wealth Managers Collaboration

with Clients

– All assets managed by Advisor aggregated at

the client contact record level

– Daily Asset Value Flash Report

– Single Sign On (SSO) pass through to real time

performance reporting solution

– Future Functionality:• Client Portal through Salesforce.com: One

Solution for connecting advisors and their clients

IPI Wealth Management

Live Demonstration