How to Improve Performance with Next-Gen Sales

Enablement Technology in Financial Services

Agenda

01 Introductions

02 User Needs and Business Drivers

03 Top 10 Sales Enablement Tech Trends

03 Our Approach

04 Sample Projects

05 Introduction to Seismic

06 Q & A

Perficient is a leading information technology consulting firm serving clients throughout

North America.

We help clients implement business-driven technology solutions that integrate business

processes, improve worker productivity, increase customer loyalty and create a more agile

enterprise to better respond to new business opportunities.

About Perficient

National industry practice focused on

creating value for our clients through new

operating models for growth, evolving the

customer experience, navigating

regulatory complexities and delivering new

efficiencies for growth.

Why Perficient?

• World-class Financial Services Client

Base

• Wide Development Capabilities

• Deep Technology Expertise

• Nationwide Consulting Practice Footprint

• Elite Business Partner

Our Financial Services Practice

Industry Driven SolutionsG

lob

al D

eli

very

Cen

ters

/Off

sh

ore

Deli

very

Deep Financial Services Domain Expertise

Enterprise

Information Solutions

Finance

Enterprise Insights

Portal

Web Content

Social Solutions

SOA

Cloud

API Solutions

Company Wide Practices

Deep Financial Services Domain Expertise

BANKINGWholesale

Consumer

Credit Unions

Payment Processing

Trust & Custody

Trade Services

Treasury Services

ASSET & WEALTHMANAGEMENT

Equities, Fixed Income

Private Equity & Real Assets

OMS & EMS

Research Analytics

Portfolio Modeling

Portfolio Accounting

Performance & Reporting

CAPITALMARKETS

Equities & Fixed Income

FX & Commodities

Future & Options

Electronic Trading

INSURANCEInvestments

Customer Acquisition

Compliance & Risk Strategies

Property & Casualty

Life Annuities Services

Claims Evaluation

Underwriting

Consumer Direct

Business/

Technology Solution

Rationalization

Business Process

Improvement

Program Value and

Cost Management

Client

Centricity

Risk and Regulatory

Compliance

Quality

Management

Solutions & Services

Industry-leading solution & technology

expertise

• 2000+ experienced colleagues

• Dedicated solution practices

• Partnerships and certifications in premier

technologies

Disciplined project execution

• Highly experienced project managers

• Perficient’s Enable™ methodology based

on best practices

Innovative approaches and IP

• Perficient’s user-centered design approach

• Application migration methodology

• Quick Start Rulebook™ for Enterprise

Integration

Collaborative Approach

• Work with our clients, adapting to their

cultures

• Education and mentoring services

Superior Service and Value

• Local client service teams

• Flexible resource and fee arrangements

• Delivery track record

Commitment and Quality Assurance

• Track record of 2000 engagements with

800+ clients

• ~85% of clients bring us back

• Strong client references

What We Bring To Our Clients

About the Speakers

Scott Albahary, Delivery Lead, Perficient

Scott is a delivery lead in Perficient’s financial services practice with experience in implementing the Seismic content management platform for clients. Scott has extensive experience helping to manage complex business and technology programs for Perficient’s financial services clients. He has expertise in program management and implementation, customer experience management, solution architecture design, integration and resolution, as well as vendor and technology solution evaluation and selection.

Marc Romano, CTO and Co-Founder, Seismic

Marc has been working in the software and engineering industries for more than 10 years, and he now brings his talents to Seismic as the CTO and Co-Founder. Previously, Marc has engaged in software engineering for EMC Computer Systems, served as the Director of Professional Services and Insurance Practice at Document Sciences and worked as an engineer for IBM. He has an ample amount of experience in cloud computing, enterprise software and SaaS.

User Needs Drive New Demands

Marketing

• Brand consistency

• Increased demand for efficiency

• Sales enablement

• Analytics and quantifying ROI

Sales

• Customers want to be understood

• Attract and retain customers

• Improve sales and FA performance

Information Technology

• Simpler, more customizable user interfaces spanning cloud, mobile and on-

premises

• Rapid application delivery

• Web services for customization

• Content controls

Top 10 Sales Enablement Tech Trends

Future State

ModelingDevelop RoadmapCurrent State

Analysis

Re-Engineering Approach

Information

Gathering

Define Project Scope

Define Goals and

Objectives

Review Existing

Technology

Architecture

Review Existing

Documentation

Interview Functional

and IT Stakeholders

Review Business

Process Flows

Evaluate System Flow

and Functions

Identify Pain Points,

Gaps and

Opportunities

Define Target State

Finalize Target State

Quantify Target State

Opportunities

Review and Validate

with Stakeholders

Document Gaps,

Risks, Issues &

Dependencies

Prioritize Target State

Initiatives

Develop

Implementation Plan

Conduct Target State

Working Sessions

• Observations and

Opportunity Identification

• High-Level View of

Technology & Data

• Current State Report

• Recommendations

• Short & Long Term

Implementation Plan

• Executive Presentation

• Defined Scope

• Project Plan and Schedules

• Stakeholder Interviews

• Summary Observations

• High-level Target State

which addresses pain

points and opportunities

• Target State process flows

K E Y D E L I V E R A B L E S

Development, Testing & Rollout

Guiding Principles

• Think big, start small, and deliver results quickly – Iterative

implementation

• Get all key functional areas involved

• Gain consensus on strategy and key functional capabilities and

technical attributes

• Clearly define business case and manage expectations regarding

realization of benefits

• Define key measurements and success criteria

• Prioritize initiatives and tie to business case

• Implement first reports that have medium to large business benefit,

with low to moderate implementation complexity

Our Approach – Strategic Roadmap

1.0 Fact Sheet Quarterly Processing

Fact Sheet

Ou

tpu

ts

Tim

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e

(Bu

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ess

Da

y)

IPP

Te

am

Da

ta P

rovid

ers

/

Fa

ct S

he

et

Ve

nd

or

No

n-

Ma

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g

Re

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ws

Ma

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g

Pro

ce

ss

Ma

na

ge

r

Inp

uts

Start

Fact Sheet

1.1

Distribute

Quarterly

Schedule

1.2

Process

Proprietary Data

1.3

Process

Expense Data

1.4

IPP Team Data

Validation

1.5

Process Growth

of 10K Data

1.6Initial IPP Team

QA Review Fact

Sheets – Non

Prop

1.7

Process Top 10

Holdings and

Stats

1.9.1

MRU Review –

Proprietary

1.10

Process

Quarterly Memo

1.11

Marketing Edit

Proof Review

1.12

Publish Phase II

Fact Sheets

1.13Business Review

– Prop Funds,

Annuities,

Portfolio Stats

1.14

Deployment End

BD 10 - 11

uDraft Fact Sheets

BD 7 - 11 BD 15 - 16 BD 23BD 17 - 20

uDraft Fact Sheets uDraft Fact Sheets uFinal Fact Sheets

uTop 10 Holdings

Data

uTIAA Access

Growth of 10K

uRisk Statistics Report

uEquities Portfolio

Report

uPlan Portal Extract

Report

uRisk and Portfolio

Statistics Report

uDraft Fact Sheets

BD 5 - 6

uDraft Fact Sheets uInstitutional Q Memo

uPension Q Memo

uReal Estate Content

BD 20 - 23

u10K Growth Data

BD 12

uAnnualized TA & SR

uPerformance TA & SR

uiMonetNet Monthly File

uBond Fund Calculation

and Sector Breakdowns

uPlan Rate and Fee Info

uStable Value Daily Risk

uYield Data

uNet Assets

uDaily Risk (Perf.)

BD 2 - 4

uMorningstar

Reports

uNon-prop

Morningstar Data

uEstimate of

Expenses

BD 1

uAbove Data Sent

to Fact Sheet Vendor uApproval uApproval uApproval uApproval

uProduction

Deployment

uFee Waivers Past

Expiration

uUpdated Expenses

uReal Estate

Commentary

uRevised Fact

Sheets

uOld ‘as of dates’ to

Morningstar

uPlan Specific Info uQuarterly Schedule uBond Fund Data

(manipulated)

u10K Growth Data to

Vendor

Exists within the IPP team

Until BD 22

Morningstar Data

for non-prop

processed here

4 people 1 day 2 people 5 days

Until BD 20

1.9.2

MRU Review –

Non Proprietary

Until BD 19

Key Findings

1.0 Fact Sheet Quarterly Processing

IDProcess

NumberProcess Name Category

Sub-

Process

Number

Sub-Process

NameActor People Process Technology Data

Overall

Impact

Solution

CompexityRecommended Solution

1 All Approvals

Post data load to Fluent,

13 days of a 27 day

process are spent

approving artifacts

H M M H H H L

All source data should be

validated (either

programmatically or manually)

prior to sending the data to

Fluent. By doing so, the multiple

iterations of review may be

eliminated with only a single, final

Artifact Validation process.

3 1.10Process

Quarterly Memo

Quarterly

Memo1.10.3

Manual

Reformatting of

Quarterly Memo

Marketing

Process

Manager

Multi-tabbed Excel files

that require extensive

preparation before

upload to Fluent. The

format in each tab may

be different (evolved over

time) for similar asset

classes.

H M H H H H H

Receive a formatted flat file out of

Confluence. The format will be

uploaded directly into Fluent with

no manual reformatting required.

4 50.4

Produce

Quarterly Memo -

Confluence

Data

Quarterly

Memo50.4.2

PACE Provide

SMF DataPACE

There may be a data

governance and

stewardship issue at the

data source

Issues with the

quality of Eagle Pace

security attributes

cost two days of

scrubbing (e.g. Sector

Classifications).

M H H H H M HAddress data quality issues at

the source (in Eagle)

14 1.2Process

Proprietary DataFluent 1.2.3.2

Fact Sheet

Vendor Receives

Data

Fact Sheet

Vendor

Fluent's own process

has a substantial

manual component, with

potential for errors.

Fluent DB is SQL

Server, focus on

smaller data sets, not

full holdings.

M M L No

15 50.6Produce Top 10

Funds ReportTop 10 50.6.3

Create

Spreadsheets

with Top 10

Holdings

Financial

Reporting

There are issues with

the issuer data in

Confluence, that

affects roll ups to the

top 10 issuers

H L No

16 1.7

Process Top 10

Holdings and

Stats

Risk Stats 1.7.1.3

Produce Risk

and Portfolio

Statistics Report

GSS

Manual process to create

Risk Stats from FactSet

in Excel (Approx 2 hours)

L H L M M M LRequest the vendor to produce a

report that meets the need.

19 50.0Fund Admin

Data Sourcing

Quarterly

Memo50.13

Produce

Benchmark

Composite

Weights

Performanc

e Reporting

Data is manually entered

from Confluence into an

Excel template (Approx

30 minutes)

An automated report

is not available out of

Confluence to support

this need

H M L M M L

Receive a formatted flat file

directly out of Confluence that

meets the need. The file would

be uploaded directly into Fluent

with no manual reformatting

required.

Lik

lih

oo

d t

o

Ad

dre

ss

in

ID

A2

DFinding Impact

Tim

elin

es

s?

Sc

ala

bilit

y?

Pro

du

cti

vit

y?

Qu

ality

?

1.0 Fact Sheet Quarterly Processing – Future State: Phase 3

Fact Sheet

Tim

elin

e

(Bu

sin

ess

Da

y)

Ma

rke

tin

g

Re

vie

ws

No

n-M

ark

etin

g R

evie

ws

Ma

rke

tin

g P

roce

ss M

an

ag

er

Start

BD 7

2 people 3 days

1.13 (B)

Address Edits from

Compliance Review

1.11 (A)

Marketing Edit Proof

Review – Non-

Proprietary

Fact Sheet

1.13 (C)

RP Review and

Approval

1.11 (B)

Marketing Edit Proof

Review – Proprietary

1.9.2 (B)

MRU Review – Non

Proprietary

1.1

Distribute Quarterly

Schedule

1.9.2 (A)

Product Manager

Review – Non

Proprietary

BD 10

1 person 1 day1 person 2 days

1.6

IPP Non-Proprietary

Fact Sheet Review

1.5

Process Growth of

10K Data

1.9.1

MRU Review –

Proprietary

1.2 & 1.3

Process Proprietary

& Expense Data

1 person 2 days

1 person 2 days

BD 1 BD 2 - 4 BD 12

End

1.9

IPP Proprietary Fact

Sheet Review

1 person 1 day

1 person 2 days

BD 5 - 6 BD 11

1.14

Deployment

2 people 2 days2 people 2 days

1 person 2 days

1.10

Process Quarterly

Memo

1.7

Process Top 10

Holdings and Stats

Theme Current State Future State Recommendation

People

• Multiple human touch points to source and prepare data for delivery, increasing the risk of error

• Multiple iterations of data reviews slows down the process

• Automate file creation where significant manual processes are current used

• Eliminate post-fact sheet data reviews by assuming data sent to Fluent is gold copy

Process

• Long cycle time for:

– Aggregating data from multiple sources and performing computations for validating data integrity

– Cleanup and preparation of data files to be sent to the vendor for the creation of reports

• Lack of scalable data processing mechanism

• Files that require significant manual manipulation will be converted to flat files and will be generated in an automated fashion:

– Growth of 10K

– Quarterly Memo Fixed Income

– Expenses

Technology

• Manual data distribution that has:

– A huge dependency on people for successful delivery

– Non-secure transfer mechanism

• Lack of scalable data delivery mechanism and standardized delivery format

• All files will be delivered via FTP to Fluent

• Flat files will be delivered in the Fluent staging table layout to minimize Fluent work-effort

• All other files will remain in their existing format

• Implement a reconciliation process to ensure the data that was sent to Fluent is the data Fluent processed

Data• Quality issues exist with Confluence data causing

manual review and remediation

• The DMAC team will assist with addressing the data quality issues at the source: Pace

Define the end-to-end process highlighting KPIs and timeline Map detailed pain points to process flows and prioritize

Define future state process flows that remediate the pain points Determine implementation roadmap to achieve future state

Sample Projects

Investment Product Re-Engineering

A Fortune 100 financial services organization employing more than 9,000 employees and is headquartered in New York City with more than $560M in AUM.

Challenge

• Investment product and artifact production resulted in long cycle times, prevented scalability and increased time to market.

Solution

• Analyzed current state processes and automated data extracts and addressed data quality to gain consistency across systems.

Business Value

• Reduced artifact creation from 764 person hours/quarter to 36 hours; reduced delivery timeline to generate by 6 business days.

• Improved data integrity by automating data extracts and reconciliation.

Sales Automation & Mobility

Leading financial services company specializing in retirement services for the non-for profit industries serving 4.8 million individuals.

Challenge

• Manual and costly process for creating client specific investment reviews and performance summaries.

Solution

• Automated data delivery from multiple sources to Seismic, including fund, benchmark, performance, portfolio and risk data.

• Migrated existing static content into a library to be leveraged by Live Docs.

Business Value

• Reduced manual effort by 4,000 person hours/year; reduced the time to create an investment review book from 8 hours to 3 minutes.

• Provided scalability and flexibility integrating new funds.

Introduction to Seismic

Connect with Perficient & Seismic

Follow Us On Twitter

@Perficient_FS

Follow Our Blogblogs.perficient.com/financialservices

JUNE 17-18, 2014 NEW YORK

Guide: The Top 16 Sales Enablement Solutions for the Enterprise

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MAY 21 – 23

ORLANDO, FL

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